Block eco 01 by Vipul Chauhan

UNIT 1 NATURE AND SCOPE OF BUSINESS Structure 1.0 1.1 1.2 1.3

Objectives Introduction Human Activities Business 1.3.1 Essential Features of Business 1.3.2 Objectives of Business Business fmm Profession 1.3.4 Classification of Business

1.4

Industry

1.5

Commerce

Employment

1.4.1 Classification of Industry 1.5.1 Trade 1.5.2 Aids to Trade

1.6 1.7 1.8 1.9 1.10 1.1 1

Organisation Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

OBJECTIVES After studying this unit, you should be able to : identify broad categoriesof human activities describe what is business list the features and objectives of business classify business activities explain the nature of business organisation

INTRODUCTION In our day-to-day life, we use words like business, commerce, trade. industry, etc. quite often. These words have a definite meaning in 'Business Organisation'. In this introductory of such terms. You will also learn the distinction unit, you will learn the exact between economic and non-economic activities, objectives of business,the classificationof business activities, importance of 'organisationand the role of entrepreneur in business.

HUMAN ACTIVITIES All of us participate in various of works from the time we get up from bed in the morning till the time we go to sleep at night. We get up from bed in the morning; brush our teeth, take bath and get breakfast. Then children go to school or college to study, elders go to office or factory or shop or field to work, and housewives work at home. In the evening all of us come back home, take food and sleep. All the activities in which we, thus, participate from morning till night are called 'human activities'.. If you closely examine the human activities, you will find that some of these produce economic benefits working in a factory or in an office or at the farm,. Some other food for the activities like brushing teeth, taking breakfast, going to school, playing, family, do not produce any direct economic benefits. we can classify the human activities,and (2) economic activities. . activitiesinto two groups: (1) These are the activities which are conducted by the human beings due to love and affection, social obligation,religious obligation, physical requirement, patriotism,etc.. but not for earning money. The housewife cooking for the

Basic Concepts and Forms Business Organisation

family, children to and playing games, people going to a temple or a mosque for prayer, a social worker working for the uplift of the poor, etc., are some such examples. Persons who participatein such activities do not any direct economic benefit. Economic Activities: These are activities which are undertaken by human beings for earning money or livelihood. These economic activities are concerned with production, exchange. and distribution of goods and services. For example, a doctor working in the hospital, a teacher working in a school, going to his office, a farmer working are all doing this to earn his or her livelihood or to acquire wealth. in the field, etc. We can further classify these economic activities into three groups: (a) business, (b) profession, and (c) employment. Look at Figure 1.1 for classification of human activities. 1.1 Classification of Human Activities

Human Activities

Economic Activities

Activities

a) Business: Any activity carried primarily with the object of earning profit can be called a business activity. This objective of earning profit is achieved by production and/or exchange of want satisfying goods and services. Therefore, we can define business as "any activity concerned with the production and/or exchange of want satisfying goods and services carried with a view of eaming profit". Production of soaps, sale of eggs, is production of TV sets, transport, etc., are some examples of business. A person engaged in business is called a businessman or entrepreneur. Similarly, a formed for the purpose of carrying a business activity is called a business enterprise or a business firm. You will Iearn in detail about business later in this unit. b) Profession: An activity which involves the rendering of personalised services of a specialised nature, based on knowledge, education and training is called a . profession. Services rendered by doctors, lawyers, chartered accountants, etc., come under this category. Generally, for each category of profession, there would be a professional body. For example, Bar Council of India is the professional body of lawyers which guides and regulates the law profession in India. The professional body prescribes the nature and type of educational qualifications and training required to practice the concerned profession. A professional should become the member of concerned professional body and follow the code of conduct prescribed by such body. Professionals charge some fee for the professional service they render.

Employment: Any activity assigned to a person by the employer under an agreement or rules of service comes under the category of employment. A person who undertakes the employee receives such activity is called employee. For performing such remuneration from the employer in the form of wage or salary, allowance, bonus, etc. The employment is also called 'service'. Working in a factory, office, hotel, college, etc., are a few examples of employment. Even professionally qualified persons also work For example, doctors employed in government/ as employees in various private hospitals, engineers employed in a factory, etc. Although business, profession and employment are distinguished from each other, they are also inter-dependent. Businessenterprises provide employment to a large number of people in the,country. Similarly, professionals like engineers, chartered accountants, cost accountants, management consultants, legal experts, doctors, etc., work with the business . for tackling complicated technical Thus, business enterprises provide professionals and general public. At the same time the success 'employment of the business is dependent on its employees and professionals working with it.

X.3 BUSINESS You have learnt that the entire range of economic activities of the human beings could be classified into business, profession and employment. Among these three categories, profession and employment, though important, are outside the scope of this course. We are primarily concerned with business. So, let discuss about business in more detail.

1.3.1 Essential Features of Business You have learnt that business refers to the human activities engaged in production and/or exchange of want satisfying goods and services carried with the intention of earning profits. Now let us study the important characteristics of business. We can list the following five broad features of business. 1 Dealings in goods and services: Business deals with goods and services. The goods may be consumer goods such as sweets, bread, cloth, shoes, etc: They may be producer's goods such as machinery, equipment, etc., which are used to produce further goods for consumption. Business also deals with services such as transport, warehousing, banking, insurance, etc., which are intangible and invisible goods. 2 Production and/or exchange: You can call an economic activity a 'business' only when there is production or transfer or exchange or sale of goods or services for value. If goods are produced for self-consumption or presentation as gift, such activities shall not be treated as business. In a business activity, there must be two parties a buyer and a seller. Such activity should concern with the transfer of goods or exchange of goods between a buyer and a seller. The goods may be bartered or exchanged for money. 3 Continuity and regularity in dealings: A single transaction shall not be treated as business. An activity is treated as business only whon it is undertaken continually or at For example, if a person sells his residential house, it is not . least as business. If he repeatedly buys houses and sells to others, such activity comes under business. But how frequently the transaction should occur depends on the nature of the and sell activity. For example, a ship building company takes a long time to a ship. At the same time, a vegetable vendor purchases vegetables from the market in the morning and sells out to his customers by evening. But both these activities are treated as business.

4 Profit motive: Earning profit is the primary motive of business. This is not to undermine the importance of the element of service in business activity. In fact a business will flourish only when it is able to serve its customers to their satisfaction. Profits are essential to enable the business to survive, to grow, expand, and to get recognition. Element of risk: In every business, there is a possibility of incurring loss. This possibility of incurring loss is termed as risk. The element of risk exists due to variety the control of the business enterprise. There are two kinds of of factors which are can be calculated and can be insured. Losses due to risks. ( I ) Risks whose fire, floods, theft, etc., are some examples. (2) Risks whose probability cannot be calculated and which cannot be insured against, changing technology, fall in demand, changing fashions, short supply of raw materials, etc. These risks are to be completely by the enterprise.

1.3.2 Objectives of Business You have learnt that the primary objective of business is to earn profit. Although profit plays an important role as a criterion of success, business may not exist for long the sole mere money chasing objective of earning profit. As stated by Henry Ford, "business is but it also should aim at serving the community". According to Urwick, "profit can no more be the objective of a business than eating is the objective of living". Thus, serving the is regarded as another important objective of business. In fact, some authors regard 'service to community' as the major objective of business and state that this provides of business as an important human activily. the main justification for the to aim Therefore, while profit is necessary for the businessman to stay in business, he a t something more for its survival and growth. objectives of business could be listed under three broad headings: (1) economic objectives, (2) social objectives, and (3) human objectives.

Nature

of Business

Basic Concepts a n d Forms of Business Organisation

Economic Objectives: Basically being an economic activity, primary objectives of business are economic. Some of the main economic objectives are : I

Earning of satisfactory profits.

2 Exploring new markets and creation of more customers.

3 Growth and expansion of business operations of the firm. 4 Making innovations and improvements in goods and services so that customers get improved and more economic goods and services.

Social Objectives: Business, being a part of the society, has obligations towards the society also. Some major social objectives are : I

Providing more and more employment opportunities to the people in the country.

2 Supply of quality goods to the community. 3 Providing goods at reasonable prices. 4 Ensure fair

to investors. of profiteering and unfair practices.

6 Production of goods in accordance with national interests and priorities.

Human Objectives: Business activity is, generally, carried out through employees who are human beings. In fact, the efficiency and the success of the business enterprise depends on the motivation and ability of its employees. Therefore, business must also have some human objectives to safeguard the interests of its employees. Some of the major human objectives are : 1 Fair deal to employees in terms of wages and incentives. 2 Providing better working conditions and environment to the employees. 3 Provide job satisfaction.

4 Provide the employees more and more'

opportunities.

1.3.3 Business Distinguished from Profession and Employment You have learnt about the essential characteristics of business. Keeping in mind these characteristics, let us now analyse how business is different from profession and employment. Read Table 1.1 carefully. You will find the distinct features of business. profession and employment. Table 1.1 Characteristics of Business,

and Employment

Features

Establishment

-----

Business

Profession

Employment

An individual or a group' of individuals decides to start business. Legal formalities like registration, etc.. are to be fulfilled.

Acquire required

Enter into service

of concerned professional body.

2 Qualifications

Specific qualifications are not required.

Professional knowledge and Specific training in field is necessary.

In some cases specific qualifications required and in some other cases not required.

3 Investment

Capital is Actual amount depends on the of business.

of Some required for equipment and establishment of office.

Capital not required.

4 Nature

Production exchange of services.

Renders services of a nature to the clients.

Performing the work assigned by employer the service contract.

work

and

profit motive.

Motive

6 Reward 7 Transferability of ownership interest

Profit. By following required legal formalities, business can be transferred to others.

There is risk of loss

Although fee is charged. the motive.

No motive. Mainly to earn livelihood.

Not possible to transfer:

Wage or salary. Not possible to transfer.

Possibility of not getting enough fee to meet the expenditure on

Employee No wage or regularly long as farm .

1.3.4 Classification of Business You just recollect what we have stated about We stated that business is concerned with production exchange of goods and services with the intention of earning profit. production and exchange. Based on It states that business is concerned with two aspects this, we may classify business activities into two categories. In the first category we can group all the business activities relating to Similarly, all the activities relating to be grouped under the second category. The first category is as exchange 'industry', while the second category is called Check Your Progress A What is the main distinction between the economic activity and

activity?

2 What is business?

What is

What is employment?

Classify the following activities into business, profession and employment. Activity

Classification

Selling vegetables.

A person working in a medical shop A doctor working iv)

a government hospital.

A chartered accountant started private practice. Manufacture of biscuits.

...........................

and Scope of

siarted

Basic

practice.

of 6 State whether following statements are True or False. i) The sole objective of business is earning profit.

Profession is a

activity.

iii) Employment is an economic activity. iv) There is no element of risk in business. v)

Business is concerned only with the exchange of goods and services.

vi) Industry is a part of business activity. vii) Industry and commerce together constitute activity. viii) An activity is treated as business when it is undertaken continually or recurrently. ix) In case of profession, ownership interest can be transferred to others. Activities taken up for earning money or livelihood are called economic activities. xi) Father teaching his daughter is an economic activity.

I .

1.4 INDUSTRY As you

learnt, industry refers to that part of business activities which is concerned with production of want satisfying goods through of available material resources. Industry utilises the natural resources and brings them into the form useful for final consumption or further use. It means that the industrial activity aims at ensuring the supply of goods in that form which suits the objects, needs and convenience of the persons expected utility to goods. For example, farms, factories, to use them. Thus, industry creates make available a wide range of goods. These goods cater to the needs and . mines, convenience of the people. In a nut shell, the activities of human beings engaged in extraction, production, processing, construction and fabrication of products come under industry. There is another explanation for industry. Under this second explanation, industry means a group of factories usually in a particular product line. For example, all the factories which produce fertilizer are collectively fertiliser industry. Similarly, all automobile factories together automobile But, in the present context, this approach is not relevant. We adopt the first approach.

1.4.1 Classification of Industry There are various approaches of classifying industries. All these approaches are listed below. 1 On the basis of the nature of

a) Ex tractive industries b) Genetic industries d) Construction industries

2 On the basis of the nature of goods produced a) Consumer goods industries b) Producer goods industries 3 On the basis of the level of investment a) Heavy industries b) Light industries

Nature and Scope of Business

On the basis of size of activity a) Small scale industries b) Large scale industries On the basis of area of operations a) Regional industries b) National industries C ) Multinational industries

Since the theme of the discussion in this unit is centred around human activity, the of activity is more appropriate for us. So, let us discuss classification based on the about the first classification in detail. a) Extractive Industries: Activities engaged in the discovery and extraction of natural resources like minerals, animals, plants, trees, etc., from the or beneath the surface of the earth or air or water come under this category. Extractive industries are also called exhaustive industries because with every attempt there is a depletion of quarrying, hunting, fishing, etc., resources and this wealth exhausts. Mining, under this category.

Genetic Industries: Activities which are concerned with reproducing and multiplying plants and with the objective profit from their sale under this category. Examples are nurseries which multiply and plants, poultry cattle breeding farms, fish culture, etc. and a generic industry. There is one important difference between an extractive In the case of industry, cannot add to the wealth which he withdraws from the earth; sea, and air. However, in the case of genetic industry, man not only adds to the growth but also reproduces the nature made goods. C)

Manufacturing Industries: These types of industries are in the conversion or transformation of raw-materials and semi-finished materials into finished products. Generally, the products of extractive industries raw-materials for In other words, manufacturing industries create utility' to the products of industries. Cement industry, sugar industry, cotton textile industry, and for industries. steel industry, fertilizer industry, etc., are some

Industries: These industries are engaged in the construction activities like the of buildings, bridges, dams, roads, canals, railway lines, etc. These industries consume the products of manufacturing industries bricks, cement, iron and steel) and extractive industries quarries, wood). The products of construction . industries are immovable. They are erected, built or fabricated a fixed site.

Look at Figure 1.2 for classification of industries with some examples. Figure 1.2 Classification of Industries Based on the

Extractive industries Mining Farming Fishing Quarrying

Genetic Industries Nurseries Fish breeding Poultry farms

of the Activity

Manufacturing Industries Steel Fertilizer Electronics

Check Your Progress B Distinguish between business and industry.

Industries Buildings Canals Dams

Basic Concepts and Forms of Business Organisation

2 Fill in the blank columns. Human Activities

Non-Economic

Extraction

6 ,

3 To which category of industry the following activities belong. .

Activities

Category of Industry ...

Fishing in the sea.

ii) coal a mine. iii) Weaving of cloth. 'iv) Construction of a dam. Preparation of wooden furniture.

............................................................

Cattle breeding.

Development of railway track. viii)

rail engine. .

1.5 COMMERCE You have learnt that the business activities are classified into: 1) industry, and 2) commerce. You also learnt that the industrial activities are concerned with the production of want satisfying goods and services. Unless these goods and services are made available to those . who need them, they may not fulfil their objectives satisfying human wants. Therefore, the goods produced by the industries should be made available to the consumers at place, right time, right quantity, right price and in right manner. Here comes the activity of commerce to fulfil all these requirements. All the activities which establish link between the producersof goods and consumers of these goods, and maintain a smooth and between them come under commerce. uninterrupted flow of

A smooth and uninterrupted flow of goods and services from producer to consumer is beset with many barriers and hindrances. For instance, goods produced by one may be consumed by another. In such a case, unless the producer and consumer identify each other, there is no scope exchange of goods between them. This is the hindrance of person. Similarly, for buying a product, consumers should have the knowledge about the existence of that product, its features, etc. Therefore, there is a need to provide such information the consumers. This is the hindrance of knowledge. The hindrance of time arises out of the time gap between the time of production and the time of consumption. In many cases goods are produced at one place while they are consumed at another place. So, the goods should be carried from the place of production to the place of consumption. Th's gives rise for the hindrance of place. Commerce eliminates these hindrances and acilitates the exchange of goods between producers Later, in this section, you will learn in detail how these hindrances are eliminated through various business activities which form commerce.

In a nutshell, commerce is mainly concerned with the purchase and sale of gpods, and also embraces all those functions which are essential for maintaining smooth and uninterrupted flow of goods and services between the buyers and sellers. Thus, there are two main aspects in purchase and sale of goods, and activities essential for the smooth and uninterrupted flow of goods. Therefore, we can classify the whole range of commerce activities into two categories : I ) Trade-activities of purchase and sale. 2) Aids to Trade- activities which facilitate the smooth and uninterrupted flow of goods.

1.5.1 Trade You have already learnt that the human activities engaged in buying selling of goods and services come under trade. Therefore, trade includes sale, transfer or exchange of goods and services with the intention of earning profit. The objective of trade is to make goods trade plays available to those persons who need them and are willing to pay for them. ' a major role in establishing contact between the producers and the consumers and eliminates the hindrance of person. A person who is engaged in trade is called 'trader' or 'middleman'. Various traders operate in between producers and consumers and remove the hindrance of person. We can classify trade into two broad categories: I ) internal trade, and 2) external trade. 1

Internal Trade: When the trade takes place within the boundaries of the country, you can call it 'internal trade'. It means that both buying and selling should take place within the country. Payment for the same is generally made in national currency. This internal trade is also termed as inland trade or national trade or trade or domestic trade. the basis of the scale of operations, we can classify internal trade into: a) -trade, and retail trade. a) Trade: Buying and selling in relatively larger quantities is called wholesale trade. A person who is involved in wholesale is called wholesaler. b) Retail Trade: This refers to buying and selling in relatively smaller quantities. A person engaged in retail trade is called retailer. Let us now discuss in some detail how these wholesalers and retailers operate eliminate the hindrance of person. A wholesale trader buys goods in large quantities from the manufacturers and sells in relatively smaller to the retailers. Thus, wholesale traders constitute a link between the producers on the one and the retailers on the other hand. Retailers who buy goods the wholesalers, them in smaller quantities to the consumers. Thus, retail traders establish between wholesale traders on the one hand and consumers on the other. Thus, the wholesalers and retnilers establish a link between the producers and consumers and eliminate the hindrance of person. However, sometimes producers may take the services of only either wholesalers or retailers, or may establish a direct link with the consumers. The whole chain of operating in between producer and is to as 'channel of distribution' about which you will learn in detail in Units and 11 in this course.

2 External Trade: This is also called 'foreign trade' or trade'. When the trade takes place across the boundaries of a country, you can call such trade as external trade. In other words, external trade refers to the trade between nations. This be in the form of exchange of one commodity for another or for money. We can classify foreign trade into three categories: a) import trade, export trade, and c) re-export trade.

a) Import Trade: when a country buys goods from another country, it is called 'import from the USA. This is an import trade trade'. For example, India bought for India. Export Trade: When a country sells goods to another country, it is called 'Export India Trade'. For example, India sells leather goods to USSR, and tea to such selling of shall be termed as 'cxport trade'. Re-export Trade: This is also called trade', the goods are imported country and the same are exported to another country, such trade is called from 're-export trade'. Re-export is done by those countries which have ports that are countries. Such conveniently situated to serve as distributing points for countries import large quantities of goods and re-export the same to the neighbouring countries.

Nature and

of Business

Basic Concepts and Business Organisatiun

1.5.2 Aids

Trade

Activities which facilitates the trade are called 'aids to trade'. Thus, all human activities which eliminate the hindrances and facilitate the flow of goods from producers to consumers come under aids to trade. They are also called 'auxiliaries to trade'. The whole range of activities coming under aids to trade may be classified into five categories: I ) transportation, 2) warehousing, 3) insurance, 4) advertising, and 5) banking.

1 Transportation: Generally, all the goods are not consumed at the same place where they are produced. Therefore, goods are to be moved from the place of production to the place where they are demanded. The activity which is concerned with such movement of goods is called 'transportation'. Thus, transportation eliminates the hindrance of place and creates place utility to goods. Transportation can be of three types: a) Land transportation - road, rail b) Air transportation-aeroplane C ) Water transportation-boat,ship

2 Warehousing: Goods may not be consumed immediately

production. Normally there will be time gap between production and consumption. This is the hindrance of time. Therefore, goods once produced should be preserved properly till they are consumed. Particularly, perishable goods like milk, meat, vegetables, flowers, etc., should be preserved very carefully. Otherwise, they get spoiled and become useless. For this reason warehousing is recognised as yet another aid to trade. Warehousing refers to preservation of goods to make them available as and when needed by consumers. Thus, warehousing eliminates the hindrance of time and provides time utility to goods.

3 Insurance: The goods be destroyed while in production process, or in transit due to accidents, or in storage due to fire or theft, etc. The businessmen would like to cover risks. Insurance companies come to their rescue in this regard. undertake to compensate the loss suffered due to such risks. For this purpose, the business has to take an 'insurance policy' and pay a certain amount regularly, called 'premium'. Thus, insurance eliminates the hindrance of risk. 4

Advertising: Exchange of goods is possible only when the consumers have the knowledge about the existence of a product. This is the hindrance of knowledge. This hindrance is eliminated through advertising. Through advertisement, producers communicate all inforination about their goods to the prospective consuiners'and create in them a strong desire to buy the product. Thus, advertising facilitates the flow of goods between producers and consumers by bringing the knowledge about the products to the consumers. Advertising is done through TV, radio, newspapers, magazines, hoardings, wallposters, etc.

Banking: Banking facilitates the flaw of goods by removing the hindrance of finance and credit. Now-a-days we cannot think of business without banks. To start the business or to run it smoothly we require money. Banks supply money. A bank is an organisation accepts deposits of money from the public, withdrawal on or otherwise, and lends the same to those who need it. Banks also provide many services required for the business activity. Look at Figure 1.3 for classification and sub-classification of commerce. 1.3 Classification of Commerce Commerce I

Nature and Scope o f Business

Check Your Progress I What is the difference between commerce and industry?

What is the difference between internal trade and external trade?

3 How is trade different from commerce?

A list of hindrances are given below. State the names of the business activities which eliminate them. .

Name of the Business Activity

Hindrance i)

Hindrance of distance

ii)

Hindrance of time

iii) Hindrance of risk iv) Hindranceof finance Hindrance of knowledge vi)

Hindrance of person . .

State whether the following statements are True or i)

Trade is concerned with buying and selling of goods.

ii)

A person who False

False

and sells in smaller quantities is called wholesaler.

When goods are sold in another country, it is called export trade.,

True

False

True iv) Activities which facilitate buying and selling come under aids to False to buying goods in one country and same in another v) Import True False country. Internal trade refers to buying False

selling within the national boundaries.

Retailer establishes link between wholesaler and consumer. External trade is also called home trade.

1.6 ORGANISATION

True

False

. . .....................

...

You have learnt what is a business and various types of business activities like industry, trade, transportation, banking; etc. Whatever business activity you may take you have to bring together various resources like capital, machinery; raw-materials, labour, technicians, etc. Mere presence or availability of these resources is not enough. Such be put in action in a systematic way achieve its objective. resources and construct For example, take the case of textile production. First you get some buildings, buy machinery and instal them in the buildings, employ labour and to work on the machinery, buy raw-materials (cotton, dyes, etc.), and process the raw-materials

Basic Concepts and Forms of Business Organisation

in the factory and produce the cloth. Once cloth is produced is to be sold to consumers through wholesale and retail dealers. Thus, to produce cloth you have to assemble resources such as factory, cotton, dyes; labour, wholesalers, retailers, etc. But simple presence of these resources may not achieve the purpose. We have to put these resources together in action very systematically and coordinate their activities. Then only it is possible to produce the cloth, distribute it to consumers, and get profits. This is true with any business activity. A business activity becomes a reality only when efforts to bring the required resources together, put them at work systematically, and coordinate their activities properly. This is referred to as business organisation.

In the opinion of J.W. Shulze, "organisation is a combination of necessary beings, materials, tools, equipment, working space apparatus and finance brought together in a systematic and effective correlation to accomplish some desired objective". Oliver Sheldon defined it as " the process of combining the work which individuals and groups have to perform with the facilities necessary for its execution so that they provide the best channels for efficient, systematic, positive and coordinated application of the available effort". As viewed by F.J. Wright, "organisation is the arranging or combining of resources to achieve an economic aim--either with the resources available to achieve the maximum result or profit, or to achieve a given aim with the least possible expenditure of resources". Thus, business organisation means bringing together various components of business such machines, capital, energy, etc., putting them on work as workforce, systematically, and coordinating and controlling'their activities effectively to achieve the objective of earning profit. Forms of Business Organisation: Business may be owned and by a single man, or a group of persons forming a partnership firm or as a joint stock company or as a cooperative society. Thus, on the basis four groups. 1 2 3 4

ownership and management, we can classify'business organisation into

Sole proprietorship Partnership firm Company Cooperative society

The first two categories (sole proprietorship and forms) may be called non-corporate forms of organisations. The remaining two categories (company form and cooperative society) may be called as corporate forms of organisations. About these forms of organisations, you will study in detail in Units 2 and 3. Entrepreneur: You know that the business is with the primary objective of earning profits. You also know that setting up of the business to achieve this objective requires bringing together various resources, coordinating them and controlling all activities. This has to be done by soinebody who may conceive the idea of doing a particular type of business, mobilise the resources and bring the organisation into existence. Such a person who does all this is called an entrepreneur. He is the one who also bears the risk of the business. You know that although each enterprise is with the objective of earning profit but the possibility of loss cannot be ruled out. Thus, the entrepreneur is the person who conceives the business idea., brings the organisation into existence and carry on the business activity, and prepared to bear'the loss. You will learn in about the entrepreneur in Unit 4. -

1.7 LET US SUM UP

The whole range of human activities can be classified into: 1) economic activities, and activities. Economic activities are further divided into: business, 2) 2) profession, and 3) employment. Business is concerned with production exchange. of goods and services carried with the primary objective of profits. Activities concerned with the rendering of personalised services of a specialised nature come under profession. Employment refers to the activity assigned to a person by the employer under an agreement or rules of service.

Nature and Scope

main features of business activity are: dealings in goods and services, 2) production and/or exchange, 3) regularity in dealings, 4) profit motive, 5) element of risk, and enterprise. Besides earning profit, the business also serves certain economic, social, and human objectives. Business activities are classified into: 1 ) industry, and 2) commerce. Industrial classified into four categories: 1) extractive industries, genelic industries, 3) manufacturing industries, and 4) construction industries.

Business

are

I) and 2) aids to trade. Activities concerned with buying Commerce is classified under trade. Activities which facilitate buying and selling, and maintain and selling smooth flow goods and services come under aids to trade. These are: transportation, 2) warehousing, 3) banking, 4) insurance, and 5) advertising. Figure 1.4 gives complete classification of human activities. makes the business proposition into a reality. It together required components, puts them on work systematically, and coordinates and controls their activities of effectively to achieve the objective of earning profit. There arc four basic organisation: 1 ) sole proprietorship, 2) partnership. 3) company, and 4) cooperative society. Figure 1.4 Classification

Activities

Activities. .. . .

....

Economic Activities

Trade

Extractive

Trade

Trade I

Wirehousing Industry

Construction Industry

Export Trade

Retail

Trade Advertising I

Banking .

1.8 KEY 'WORDS .

Advertising: An activity by which the product and its qualities are ,'publicfor stimulating demand. Aids to Trade: Activities which facilitate the smooth and services from producers to consumers.

known to the flow of goods and

Banking: An activity of mobilising money deposits from public and giving loans to the needy. Business: An activity of production exchange of want satisfying goods and services carried with the primary intention of earning profits. Business Organisation: Bringing together various

of business such as

Concepts

workforce, raw-materials, machines, capital, energy, etc., putting them on work systematically, and coordinating and controlling their activities to achieve the objectives of business. Commerce: Activities related to purchases and sales of goods, and those concerned with buyers and maintaining a smooth and uninterrupted flow of goods and services sellers. Construction Industry: Industry engaged in the construction of buildings, bridges, roads, dams, canals, railway lines, etc. Economic Activities: Activities which are undertaken by human beings for earning money or livelihood. Employment:

working with an employer under agreement or rules of service.

Entrepreneur: A person who conceives the business idea, brings the organisation into existence, carries on the business activity, and is prepared to bear the risk of loss. Export Trade: Selling goods in another country. External Trade: Purchase and sale of goods and services across the boundaries of a country. I

Extractive Industry: Industry engaged in the discovery and extraction of natural resources like minerals, plants, trees, etc.. the surface or beneath the of earth or air or water.

I I

Genetic Industry: Industry engaged in reproduction and multiplication of plants and objective of earning profit from their sale. animals with Import Trade: Buying goods from another country. Industry: Activities engaged in the production of goods and services by utilising available material resources. Insurance: Covering risk of loss arising from events like fire, accident, etc., by paying company. certain premium to I

Internal Trade: Purchase and sale of goods and services within the boundaries of a country. Manufacturing Industry: Industry concerned with the conversion or transformation of raw-materials and semi-finished goods into finished products. Activities: Activities which are undertaken by human beings due to love and affection, social obligation, religious obligation, patriotism, physical requirement, etc., but not for money. Profession: Activity which involves the rendering of personalised services of a specialised nature based on professional knowledge, education, and training. Re-export Trade: Importing goods from one country and exporting the same to another country. It is also called entrepot trade. Retail Trade: Buying goods from wholesalers in large quantities and selling these in small quantities to consumers. Activities concerned with the buying and selling of goods and services. Transportation: Activities engaged in the moving of goods from one place to another. Warehousing: Activities engaged in the preservation of goods to make them available as and when needed by consumers. Wholesale Trade: Buying goods from producers in large quantities and selling them to retailers in quantities.

1.9 SOME USEFUL BOOKS --

Bhushan, Y.K., 1987, of Chand: New Delhi. (Part One, Chapters I 1985, Principles 2

and Management, 2)

of Modern Business Publishers: New Delhi. (Volume 1, Chapters

Singh, B.P., and T.N. Chhabra, 1988, Business Mahal: Allahabad. (Part One, Chapters 1 , 2 3).

and Management,

1.10 ANSWERS TO CHECK YOUR PROGRESS A 5 (i) Business (ii) Employment (vi) Profession (vii) Business (i) False (ii) False (iii) True (ix) False (x) True (xi) False B2

Employment False

Economic Activities (2) (6) Manufacturing

Profession (v) Business

False (vi)

(vii) True (viii) True

(3) Business (4) Industry (5) Genetic

Manufacture (iv) Construction (v) Manufacture 3 (i) Extractive (ii) Extractive (vi) Genetic (vii) Construction (viii) Manufacture Transportation (ii) Storage (vi) Trade 5 (i) True (ii) False

Insurance (iv) Banking (v) Advertising

True (iv) True (v) False (vi) True

True (viii) False

1.11 TERMINAL QUESTIONS What is business? Explain its features and objectives.

Is business different from profession and employment? Discuss.

3 What is industry? Explain its classification with illustrations. 4

What do you with suitable examples.

commerce? Briefly explain the classificalion of commerce

What do you understand organisalion?

organisation?

are the basic forms of business

Note: These questions will help you understand the unit better. Try to write answers for them. But, do send your answers to the University. These are for your practice only.

Nature and Scope of Business

UNIT 2 FORMS OF BUSINESS ORGANISATION I Structure 2.0 2.1 2.2

Objectives Introduction Sole Trader Organisation 2.2.1 2.2.2

2.3

Main Features Merits and Limitations

Partnership

of Organisation

2.3.1 Main Features 2.3.2 Classification of Partners 2.3.3 Partnership Deed Merits and Joint Hindu Family Firm

2.4

Company Form of Organisation 2.4.1 Main Features 2.4.2 Classification of Companies Merits and Limitations

2.5

Cooperative Form of Organisation 2.5.1 Main Features of Cooperatives 2.5.2 2.5.3 Merits and Limitations

2.6 2.7 2.8 2.9 2.10

Let Us Sum Up Key Words Some Useful Books Answers to Check Terminal Questions

2.0 OBJECTIVES

After studying this unit, you should be able to : describe the various forms of business organisations outline the features of each of business organisation explain the merits and limitations of each of business organisation.

2.1 INTRODUCTION In the previous you learnt that any activity with profit motive is called business and that such activity may be an industrial activity, a trading activity or a service activity like banking, insurance, transportation,etc. You have also learnt that bringing various resources together to set up a business and putting them to work systematically is termed as business organisation. The person who takes initiative to set up a business, provides the necessary funds and bears the risk involved is called the owner of the business. When the for one person to provide the funds business is organised on small scale, it may be and bear the risk. But when it is large, he may need others to join hands. Thus, business may be owned by an individual or a group of When a business is owned and on by one person it is called 'Sole Trader But when it is owned by a group of the form of a partnership a company or a society, In persons it may this unit you will study in detail the features, merits and limitations of these . different forms of business

Basic Concepts and Forms of Business

Look at Figure 2.1. It shows various

of business organisation. Figure

Various Forms of Business

Organisations

Corporate Forms of Organisations

Non-corporate Forms of Organisations

Sole Organisation

Joint Stock

Cooperative

2.2 SOLE TRADER ORGANISATION The sole trader organisation (also called proprietorship) is the oldest form of organisation and the most common form of organisation for small business even today. It is the simplest and easiest to form. What is required is that an individual decides about the type of business to be started and arranges the necessary Required capital may be mobilised from his own savings, or may be borrowed from friends and relatives. The business may be carried either in a portion of his own residence or in a rented building. The person generally manages the business on his own. He may also take the help of his family members or employ some persons, if necessary. He can take the advice from others in running the business, but his own will the final decision. Thus, the sole trader enjoys full control over the affairs of the firm. He the profits earned by the business. So in case of loss, naturally, he has to bear the full burnt of it. Thus, we can now define sole trader organisation as "one man's business in which an individual produces independently with his own capital, skill and intelligence and i s entitled to receive all the profits and assumes all the risks of ownership". J.L. Hanson defines it as "a type of business unit where one person is solely responsible for providing the capital for bearing the risk of the enterprise and for the management of the business". Under this form of business organisation, no distinction is made between the business concern and the proprietor. Likewise, the management rests with the same person.

2.2.1 Main Features Based on the above discussion, we follows.

the main features of sole trader organisation as

1 One man ownership: The ownershiplies with one person only. There are no associates or partners. He invests his own money or borrows from the friends and relatives. 2 No separation of ownership and management: The owner himself manages the business. Therefore, the separation of ownership and management which is quite common in big business is not present in this of Since the proprietor himself manages the business, he exercises a high degree of supervision and control in the working of his business. 3 No separate entity: The business not have an entity separate from the owner. The proprietor and the business are one and the same. 4 All profits proprietor: Since there are no partners, all the profits are enjoyed by the sole proprietor. Individual risk: All losses in the business are borne by the proprietor himself.

6 Unlimited liability: The proprietor has an of the owner can be loss even the personal obligations and debts, 7

This means that in caw of for clearing the business

To set up sole proprietorship, no legal formalities are required. Of

course, there are some legal restrictions for the setting up of a particular type of business. example, an individual start a bank or an insurance company. But one can fruit stall or a cycle shop without much legal formalities. However, in some cases licence may be required. For example, to start a restaurant, you need licence from municipal corporation.

2.2.2 Merits and Limitations have learnt about the main features of the this form of organisation has the following merits and

business. In view of

features.

Merits formation: There are no legal formalities to be observed while starting this form of Therefore, its is very easy and simple. The expenditure involved in the process of formation is also negligible. motivation: As you know, all the profits and gains of the business are solely and sole proprietor. This motivates the proprietor to work hard exclusively pocketed by and develop the business to get more and more profits. His involvement in the business is, therefore, complete and free.

3 Full control: The proprietor is the monarch of the business he owns. He manages the whole business and takes all decisions himself. In other words, proprietor exercises full control over the functioning and working of the business.

4 Quick decision: The proprietor does depend on others for decision making. Since there are no partners, he is not required to consult others. This enables the proprietor to take quick decisions on matters concerning his business. Flexibility in operations: Being a small organisation it is easy to bring changes if situation so demands. In a large sized organisation to bring changes is difficult.

6 Secrecy: Since the whole business is handled by proprietor his business secrets are known to him only. He is not bound to publish his accounts. Therefore, the degree of secrecy is the highest in this form of organisation.

7 Personal touch: When the proprietor handles everything relating to the business himself, it is easy to maintain a personal rapport with the customers. He can easily know their tastes, likes and dislikes and adjust his operations accordingly. Similarly, in this form of employees, if any, work directly under the proprietor. So, it gives scope for the proprietor to maintain harmonious relations with the employees.

8 Dissolution easy: Since there are no co-owners or partners, there is no scope for the of business. The proprietor is free to difference of opinion in the case of withdraw from the business or to sell it at any time he wants. Because of ease in formation and withdrawal, proprietorship form is often used to test business ideas. Limitations 1 Limited resources: The and other resources of an individual are always limited. The sole trader has to mainly rely on his own money and earnings, or he can borrow, if necessary, from relatives and friends. Thus, the proprietor has a limited capacity to raise funds. This makes it difficult to plan any large scale expansion.

2 Limited managerial capability: In the modern business, knowledge and skills in various fields like production, finance, marketing, etc., are required. It is not possible for a single individual to possess expertise in all these areas. So, his decisions may not be balanced.

3 Not suitable for large scale operation: resources of the sole trader are limited, it is suitable only for small business and not for large scale operations.

4 Unlimited liability: You know that the proprietor has an unlimited liability. In case of a loss, his personal property and belongings can be for clearing business obligations. Therefore, he cannot take much risk and is discouraged from expansion of his business.

5 Less stability: The continuity and stability of the business depends solely on one person. there is a likelihood of of the business. When the man 6 No check .and As the sole is the monarch business, no outsider can question him on his acts and deals. There are no checks and controls on the sole trader. Less scope for economies of scale: Sole trader usually operates on

scale only.

Forms

Business

Organisatinn I

Conceptc and

he can not enjoy the raise the cost of

Business

of large scale

Check Your Progress A I Fill the blanks. i) The liability of the sole trader ......................... is pocketed by the .......................... ii) The whole profit of a sole trader iii) Sole trade business organisation is suitable when the size of business is ................. iv) Number of owners in sole trader organisation is.......................... v)

In sole trader business,

making is solely in the hands of

2 State whether the following statements are True or False. is most suitable for large scale business. i) Sole ii) In sole trader organisation, False i i i ) Capital

False

proprietor is not distinct from the business concern.

of a sole proprietorship is

True

iv) In case of loss, the sole trader has to business obligations from his personal True False property. v) A sole proprietorship is owned by many persons but is managed by only one person. True False

2.3 PARTNERSHIP FORM OF ORGANISATION You have learnt that sole trader organisations have limited financial resources, managerial ability and skills, and unlimited liability. In case of expansion more capital and more managerial skills are required. At the same time, risk will also increase. A sole proprietor may not be able to fulfil all these requirements. A person who lacks, managerial skills may be having capital. Another person who is a good manager may not be having sufficient capital. This calls for a situation where two or more persons come together, pool their capital and skills, and organise the business. This type of business organisation is It grew essentially because of the limitations and of the sole proprietorships. of business organisation in which two or As defined by J.L. Hanson, "a partnership is a more persons a maximum of twenty join together to undertake some of business activity". defined partnership as "the relation between persons who The Indian Partnership Act, by all or any of them acting all". have agreed to share the profits of business carried The Partnership Act of the USA defines a partnership "as an more persons to carry on as co-owners a business for profit".

two o r

Based on the above definitions, we can state that partnership is a n association of two o r more persons who have joined together to share t h e profits of business carried on by all or any of them acting for all. The persons who own the partnership business are individually called 'partners' and collectively known as or 'partnership firm'. On an agreed basis, contribute to capital and share the responsibility the business. However, in some cases one partner may provide the whole or major portion of the capital and others and managerial skills with or without some capital. All such terms and contribute conditions of partnership are usually mentioned in the partnership agreement.

Main Features From the above discussion, we can list the main features of partnership form of organisation as follows :

of persons; T o form a partnership there should-be at least two persons.. The maximum limit on the number of persons is ten for banking business and twenty for other types of business.

Forms of Business Organisation I

Contractual relationship: Partnership is created by an agreement between persons basis of a called 'partners'. In other words, a person can become a partner only on contract. This contract could be oral, written or implied. Profit sharing: There must be an agreement

the partners to share the profits and of the business of the partnership firm. This is of the basic elements of partnership. If two or more persons jointly own some property and share its income, it is not regarded as partnership.

4 Existence of business: The purpose of the agreement among the partners is to do lawful business and share profits. If the purpose is something other than business, it should not be treated as partnership. For example, if the purpose is to carry some charitable work, it will not be treated as partnership.

Principal-agent relationship: The business of the firm may be carried on by all or one for all the partners. Every partner is entitled to take part in the or more partners operations of the In dealing with other parties, each partner is to represent the firm and other partners in respect of the business of the firm. All partners are bound by his acts done in ordinary course of business and in firm's name. In this sense a partner is agent of the firm and the other partners. Unlimited liability: In respect of business debts, each partner has unlimited liability. of the This means that if the assets the firms are not sufficient to meet the to pay from their private assets. The creditors can even the firm, the partners whole of their dues from one of the partners. Thus, all the partners are jointly and severally liable for all business debts and obligations. 7

faith and honesty: A partnership agreement rests on good faith the partners. The partners must be honest to each other and trust each other. They must disclose every information the business and present accounts to one another. Restriction on transfer of share: A partner cannot transfer without the consent of all the other partners.

share to an outsider

2.3.2 Classification of Partners You have learnt that different partners play different roles in operations of the firm. One partner may contribute more capital while another partner spend more time in managing it. Depending on the role played, we can classify partners into various categories. Look at Figure 2.2 for the classification of partners. Fig. 2.2

Based on extent of participation

Active Partner

Partner

Based on

Partner

on liability

by Estoppel

Profits

Based on the extent of participation ih the functioning of the business, we can classify partners into: la) active partners, and (b)

partners.

a) Active partner: If a partner takes an active part in the management of the business, we call him as active partner. He is

known as a 'working

Sleeping partner: If the partner is not actively associated with the working of the partnership firm, we call him a sleeping partner. A sleeping business partner simply invests his capital. He does not participate in the functioning of the is also known as a 'dormant partner'.

Such a partner

Based on the sharing of profits, partners may be classified into: (a) nominal partners, and partner in profits.

Nominal partner: A partner who just lends his name to the partnership is known as a

by Out

Basic Concepts and Forms of Business Organisation

nominal partner. He neither invests his capital nor participates in the day-to-day working and management of the firm. Such partners are not entitled to a share of profits, but they are liable to other parties for all the acts of the firm. b) Partner in profits: A partner who shares the profits of the business without being liable

for losses is called a partner in profits. As a rule, he will not take any part in the to the management of the business. This is applicable to a minor who is of the firm. Based on the behaviour and conduct exhibited, the partners may be divided into: (a) partner by estoppel, and (b) partner by holding out. a ) Partner by estoppel: A person who behaves in the public in a fashion as to an impression that he is one of the partners in a partnership finn is a partner by Such partners are not entitled to profits but are fully liable as regards the firms obligations. b) Partners by holding out: If a particular partner of a firm represents that another person is also a partner of the firm, and if such a person does not disclaim the relationship even after coming to know about it, such person is called a 'partner by holding out'. Such partners are not entitled to profits but are liable as regards the obligations of the firm. You should note the difference between these two types clearly. In the case of a partner by estoppel, the person's own behaviour and conduct have created a mistaken impression in the third parties mind that he is a partner of the firm. Whereas in the case of a partner by holding out, the other partners have represented the person as a partner, though he is not one, and he more about such partners in a separate course. does not contradict it. You will Based on liabilities also, partners may be classified into two categories: (a) limited and (b) general partners. capital a ) Limited partner: The liability of such a partner is limited to the extent contributed by him. He is not entitled to take part in the management of the business, but he can advise the other general members. His acts do not bind the He has right to inspect the books of the for his Such also called 'special partners'. General partner: He is also called 'unlimited partner'. liability is unlimited and he is entitled to participate in the management of the business. Every partner who not a limited partner is treated as a general partner. As you know in partnership the liability of the partners is unlimited. The limited partners are found only in limited partnership form of organisation which is found only in some European countries and the USA. This is not allowed in India.

Partnership Deed You know that a partnership is formed by an agreement. Such agreement may be either is always desirable written or oral. To avoid misunderstanding and unnecessary and registered, it to have a written agreement. When the written agreement is duly is known as 'Partnership After registration, partner is given a copy of the partnership deed. A partnership deed, generally contains the following particulars. 1 Name of the firm. 2 of the business to be carried out. 3 of the partners. 4 The town the place where will be carried on. The of capital to be each partner. The profit and loss sharing ratio of each partner. 7 Loans and advances by partners and the interest payable on them. 8 The amount of drawings by each and the rate of interest allowed thereon. 9 The rate of interest on capital. 10 Duties, powers, and obligations of partners. 11 payable to the partner. 12 Maintenance accounts and audit. 13 Settlement in the case of dissolution of partnership. 14 The of evaluation of or death or retirement a partner. ,

Forms of Organisation I

The of revaluation of assets and liabilities on admission or death or retirement of a partner. The method of retirement of a partner, and the arrangement for the payment of the dues of a retired or deceased partner. 17 Arbitration in case of disputes among partners. Arrangements in case a partner becomes insolvent. This is not an exhaustive list. Any other clauses, as desired by the could be included in tlie partnership deed. I n fact, the Partnership Act defines certain, rights and duties partner. But the provisions of the Act come operation only when there is no agreement amongst the partners.

Registration of the firm: Under Indian Partnership Act it is not compulsory register the But there are certain limitations an firm. So, i t is better to I-egister Registration can be done at any time. To register the an application with all particulars about the registration fee to be sent to Registrar of Firms.

2.3.4 Merits and You have learnt about the main merits and limitations of

partnership. This help you to identify which are as follows.

Merits 1 Easy

the of a is not as as but i t is less as compared to a company. d o business together ancl draw u p ancl sign partncrsliip agreement. are no complex laws of partnership.

sole agree

are two more partners in 2 More capital available: Unlike sole partnership firms. So. does not have to rely o n a individual as the source its The added financial strength of partners increases the capacity of the

3 More diverse-skills expertise: partnership involves more people in decision because are owners. An brings together partners who complement each other, not partners have same ancl experience. One partner be a specialist in another in marketing, and partner be an judgment of all partners often the decisions otherwise. leads to

Flexibility: Like tlie themselves. They can easily the

and

and run by to tlie

Secrecy: In partnership firms, can be there is no obligation to publish accounts of 6 Keen interest: Since are losses risks they take keen interest in the of' the business. Protection: Due to the rule in matters, rights of partners prolected. partner is dissatisfied with working he ask for are dissolution of the firm and from tlie Checks controls over careless decisions: the partnership is on basis all partners participate in major decisions. there is scope for reckless and decisions. Diffusion of risk: The losses of the firm wi be all the Hence, share of loss in the case of each partner will bc less than that sustained in proprietorship. Limitations Limited capital: Since there is a limit of' maximum partners non-banking firms raising capacity of partnership is as and 10 in banking firms), the compared to a joint stock compriny. 2 Unlimited liability: The most liability of the partners is unlimited.

drawback of a partnership

3 No public confidence: Since the are not published and not be able to command confidence of the public.

the the firm

. .

Basic Concepts and Forms Business Organisation

4 Non-transferability of interest: No consent of other partners.

can transfer his interest in a firm without the

5 Uncertainty: The sudden death, lunacy or insolvency of a partner leads to the dissolution of partnership. This breeds uncertainty in the continuity of a partnership firm. However, , this could be partly avoided if such matters are specified in the partnership agreement.

6 Conflicts among partners: There is scope for misunderstanding and conflicts the partners. This may cause delays in decision making and may lead even to dissolution of the firm. To some extent, this problem could be avoided if the partnership agreement is clear and detailed.

7 Risk of implied authority: Since each partner acts as an agent of the firm, acts of one partner would bind the firm and all the remaining partners. A dishonest or incompetent partner may lend the firm difficulties and the other partners may have to pay for it.

2.3.5 Joint Hindu Family Firm Joint Hindu Family firm is a unique form of business organisation prevailing only in India. This is the firm belonging to joint hindu family and governed by the provisions of the Hindu Law. In Hindu Law there are two schools : a ) Mitakshara: applicable to the whole of India except Bengal and According to this school, a Hindu inherits property from his father, grand father, and great father. Thus, three successive generations in the male line (son, grandson, and great grandson) inherit the ancestral property. They are called coparceners and the senior most member of the family is called 'Karta'. The Hindu Succession Act, 1956 has extended the line of coparcenary interest to female relatives of the deceased coparcener or male relatives claiming through such female relatives. Dayabhaga: It is applicable in Bengal and become members only on the death of the father.

According to this, the male heirs

According to Hindu Law, a business is an inheritable asset. After the death of Hindu, the business will be jointly owned by all the coparceners. The elder person among the coparceners becomes the new Karta and manages the business. If any property is from any other relative, or acquired from personal resources, such property is regarded as personal property and treated as distinct from ancestral property. Important features of the Joint Hindu Family Firm are : I) Business is managed by the senior member of the family called Karta. Other members do not have the right to participate in the management of the firm. 2) Other members cannot question the authority of the Karta. Their only remedy is to get the family dissolved by mutual agreement.

3) Karta has the power to borrow funds for the business. The liability of the Karta is unlimited whereas the other coparceners are liable only to the extent of their share in business.

4) If the Karta has misappropriated the funds of the business, he has to compensate the other to the extent of their shares in the joint property. 5) The death of

member of the family does not dissolve

6) Through mutual agreement the joint hindu family

business or the family.

can be dissolved.

You should note the difference between the joint Hindu family firm and the partnership firm. A joint Hindu family firm is the result of the operation of the Hindu Law, No formal agreement is required to convert a business into a joint Hindu family business. The of the family automatically become Only the Karta can participate in the of the Karta is unlimited but the liability of the other coparceners shares in the business. The rights, duties and liabilities of coparceners are is limited to governed by the provisions of the Hindu Law, Partnership is the result of an agreement between the persons who need not be blood relatives. Each partner has the right to participate in the management of the business. The liability of each partner is unlimited. duties, rights and liabilities of the partners are governed by the Indian Partnership Act, 1932.

Check Your Progress I Fill in the blanks. number of partners in a partnership firm doing banking business is i) The ii) Liability of partners in a partnership firm is . . . . . . . . . . . . . . . . . . . . A partner who is not participating in the management of the firm is called . . . . . . . . . . . . . . . . . . . . partner.

The number of members in a partnership firm is . . . . . . . . . . . . . . . . . . . A registered partnership agreement ....................

vi) A own behaviour has created thk impression that he is one of the partners of a partnership firm. Such partner is called . . . . . . . . . . . . . . . . . . . . vi) If the liability of the partner is partner is called

to the capital contributed by him, such a

2 State whether the following statements are True or Flase. be in writing. True i) Partnership agreement

ii)

Flase

limit for membership in a partnership organisation.

Flase iii)

Members of a partnership firm are called partners. A partner can transfer his to Flase other partners. True

True

other person without the consent of the

Every partner is a proprietor of the firm and also an agent of the firm. Flase vi) A sleeping partner Flase

participates in the working of the firm.

True

vii) A person who is a partner by holding out is entitled to share the profits. Flase The acts of one partner would bind the firm and the remaining partners. Flase

True

2.4 COMPANY FORM OF ORGANISATION You have learnt that sole proprietorships and partnerships have the disadvantages of limited resources, liability, limited managerial skills, etc. The life and of these organisations also depend on the life and of the Hence, they are not considered suitable for large scale business, For large scale business, you require large investment and specialised skills. The element of risk is also very high. This situation led to the emergence of company form of business organisation. In case of joint stock company, capital is contributed by not one or two persons but by a number of persons called Thus, it is possible to raise large amount of capital. A joint stock company is an association of persons registered under Companies Act for carrying on business. It is called an artificial person as it is created by law, with a distinctive name, a common seal and perpetual succession of members. It can sue and be sued in its own name. The most widely quoted definition of a company (called Corporation in USA) is the one given by Chief Justice Marshal. According to him "a corporation is an artificial invisible, intangible and existing only in contemplation of law. Being the mere creature of law, it possesses only those properties which the charter of its creation confers it, either expressly or an incidental to its very existence." Lord or Justice Lindley has defined it as "an association of many persons, who contribute money's worth to a common stock and employ it for a common purpose. The common stock contributed is denoted in money and is the capital of the company. The persons who contribute it or to whom it members. The proportion of which each is entitled is his share." The Indian Companies Act (1956) defines joint stock company as "a company limited by shares having a paid up or nominal share capital of fixed amount divided into shares, also of fixed amount, held and transferable as stock and formed on the principles of having in its members only the holders of those shares or stocks and no persons." ,

Forms Organisation

Basic Business

and

2.4.1 Main Features Based on the above definitions, we can list out the features of the organisation as follows : Incorporation: A company is an incorporated association. after registration under the Companies Act.

form of comes into existence only

Artificial person: A company is regarded as an artificial person as it is created by law It has no body, no soul, no conscience, still it is in a and can be effaced only by position to exist. Like any other person it can own property, conduct a lawful business, enter into contracts with others, buy, sell and hold property, all under its own name and its own seal.

Separate legal entity: A company has a entity separate from its members. A shareholder of a can enter into contract with the company and can sue the company and be sued it. You know that in the case of partnership, every partner is an agent of the firm and also that of the other partners. But the shareholder is not the agent of the company or its shareholders. He can not bind them his acts.

Common seal: As the company is not a natural person, it can not sign the It has a device in the form of common seal on which its name is engraved. This common seal is a substitute of its signatures. It is affixed on all important legal documents and contracts. It is used at the direction of the board of directors and two directors have to sign as witnesses wherever it is affixed on any document.

Perpetual succession: A joint stock company has a continuous existence. Its life is affected by the death, lunacy, insolvency or retirement of its shareholders or directors. may come and go, but the company continues its operations it is legally dissolved. Thus, a company has perpetual succession irrespective of its membership. This feature provides stability to this form of organisation.

Separation of ownership and management: The shareholders of a company are widely scattered throughout the country. For the conduct of the business and its management, shareholders elect another set persons known as directors. The right to manage the company affairs is vested in the who are elected representatives of the shareholders. Thus, ownership is separated from management.

Number of members: In the case of a public limited company: the number is seven and there is no maximum limit. In the case of a private limited company, minimum number is two and the maximum is fifty.

Limited liability: The liability of the members of a company is normally limited by guarantee or by the shares. Members liability is limited to the amount of shares held. are not personally liable for the debts of the company. So, personal properties the members are not liable to be attached for the payment of the company's debts. For example, the face value of the share of a company is Rs. 10 which the member has already paid. At the time of winding up of the company, the member cannot be asked to pay any money. But if the had paid only he can at the most be asked Lo money paid Rs. 7), and no more. pay the balance of Rs. 3 (face value

Transferability of shares: The member of a public limited company enjoys a statutory right to sell his shares to others without the consent of other shareholders. But for transferring the shares he has to follow the procedure laid down in the Companies Act. However, there are restrictions for transferring shares in case of a private limited company.

10 Regidity of objects: The scope of the business of a company limited. The type of business in which the company would participate is mentioned in the 'object clause' of its Memorandum of Association. The company cannot take up any new business without changing the object clause. To change the object clause, the has to comply with the provisions of Companies Act, 11 Statutory regulations: A company is governed by the Companies Act and it has to follow various provisions of the Act. It has to submit a number of returns to the Accounts of a company must be audited a Chartered Accountant. Thus, organisation has to comply with numerous and varied statutory the company requirements. Having studied the features of a joint stock company you can easily make that the shareholders are the real owners of the company, Their limited. They can also

transfer their shares to others. Since the shareholders are very large in number, the company cannot be managed by all. They elect a board of directors to manage the company. The destiny of the company is guided and directed by the directors. These directors employ some people to carry on the day-to-day business of the company. company can raise additional funds by issuing debentures (also called bonds). You will learn more these aspects in Units 5 6.

2.4.2 Classification of Companies We can classify companies on the basis of I) Mode of incorporation, 2) Extent of ltability, Category of shareholders, and 4) Jurisdiction of functioning, Look at Figure 2.3 for the of companies. 1

On the basis of the mode of incorporation, we can classify companies into three categories : a) Statutory Company: A company established by a special Act of the Parliament or State Legislature is called 'Statutory Company'. Such companies are established in special cases when it is necessary to the working of the company for some purposes. Examples of such corporations are Reserve Bank of India, Insurance Corporation of India, Air India Food Corporation of India, etc. These are mostly sector enterprises. Figure 2.3 of Companies

on category

Statutory Company

II Company by Guarantee

Ltd. hy Shares

Company

Registered Company: A which is incorporated through registration with Companies Act, 1956, is called a 'Registered the Registrar of Companies Company'. This is also called 'In'corporated Company'. All companies established under the sector belong to this category. Chartered Company: A company which is incorporated under a special Royal Charter granted by the Monarch is called a 'Chartered Company'. It is regulated by the provisions of that charter. Examples are: British East India Company, Bank of England, Hudson's Bay Company, etc. In India this type of companies does not exist now because there is no monarchy. , Based on the type of liability, companies may be classified into three categories : a) Unlimited A company in which the of the members is unlimited, is called 'Unlimited Company'. At the time of winding up of the company shareholders have to pay, if necessary, from their personal assets to clear the company's debts. From this point of view, it is very much like sole proprietorship .and partnership. However, such companies are very rare. . . Companies Limited by Guarantee: In the case of some members give guarantee for the debts of the company up to a certain limit in addition to the amount of shares held by them. The additional amount guaranteed by the members is,

Forms o f Business Organisation I

Basic Concepts and Forms of Business Organlsation

generally, laid down in the Memorandum of Association. Such companies are not for the purposeof profit. They are formed to promote art, culture, religion. trade, sports, etc. Clubs, Charitable trade association, etc. come under this category. C)

Companies Limited by Shares: In this case the liability of the members is limited to the amount of the shares held by them. A shareholder can be called upon to pay only the unpaid amount of shares held by him and nothing more. Most of the companies come under this category.

3 On the basis of the ownership, companies may be classified into three categories : a) Private Limited Company: A private limited company means a company which by its article i)

restricts the right to transfer its shares;

ii) limits the number of its members to fifty; and iii) prohibits any invitation to the public to subscribe for any shares or debentures of the company. Public Limited Company: A public company is one which is not a private limited company. A company having the following characteristics should be called a public limited company. i) The right of the shareholder to transfer his shares is not restricted. ii) The number of shareholders is 7 but there is no limit to the maximum number of members. iii) It can invite public to subscribe for its shares and debentures. The minimum number of in the case of a private limited is two and can be formed more easily as compared to a public company. It is exempted from various regulations of the Companies Act and thus combines the advantages of limited liability and the facilities of a partnership organisation. It is considered suitable for a medium sized business. Government Company: A company in which not less than 5 per cent of the paid up share capital is held by the Central Government, or by any State Government or jointly by Central and/or State Governments. 4 On the basis of the jurisdiction of the functioning, we can classify companies into two categories : a) National Company: When the operations of a company are confined within the boundaries of the country in which it is registered, such a company is called a national company. b) Multinational Company: When the operations of a company are extended beyond

the boundaries of the country in which it is registered, such a company is called a multinational company. It is also called 'transnational company'.

Merits and Limitations The company form of organisation has been popular and successful in almost all the countries. This form is suitable where large resources are required and the has to be carried out on a large scale. The number of joint stock companies has shown a phenomenal increase in the twentieth century. Let us now discuss the merits and limitations of the company form of organisation. Merits Large capital: Since of organisations are allowed to have a large number of shareholders, it is possible to raise capital in large amounts. Whenever new capital is required, it can issue shares and debentures. For this reason, only the company form of organisation is best suited.

Limited liability: The liability of shareholders, unless and otherwise stated, is limited to the face value of the shares held by them or guarantee given by them. Their private property is not attachable to recover the dues of the company. Thus, this form of organisation is a great attraction to persons who are not willing to take risk as is inherent in sole proprietorship and partnership.

Stability of existence: A company has a separate legal entity with perpetual succession. The corporation is not affected by lunacy or insolvency of a shareholder, director or officer. The continuity of the company is desirable in the interest of not only its .. members the society. Economiesof scale: As companies operate on a large scale, they can take advantage of large scale buying, selling, production, etc. As a result of these economies of large scale provide goods to consumers at a cheaper price. operations, companies

Scope for expansion: As there is no limit to the maximum number of shareholders in a public limited company, expansion of business is easy by issuing new shares and debentures. Companies normally keep part of their profits as reserve and use them for expansion.

Public confidence: Companies are subject to Government controls and regulations. Their accounts are audited by a chartered accountant and are to be published. This creates confidence in the public about the functioning of the company.

Transferability of shares: The shares of the public limited company can be sold at any time in the stock exchange. Shareholders can sell their shares whenever they want. There is no need to take the consent of other shareholders. Thus, shareholders can convert their shares into cash at any time without much difficulty.

Professional management: You know that the management of a company is in the hands of the directors who are elected by shareholders. Normally, experienced are elected as directors. You also know that day-to-day activities are managed by salaried managers. These managers are the experts in their respective fields. As companies have large scale operations and profits, attracting good professional of organisation gets managers is easy by paying attractive salaries. Thus, company the services of professionals on the Board of Directors and in various management positions.

Tax benefits: Companies pay income tax at flat rates. There is no provision for slab system in the taxation of companies. As a result, companies pay lower taxes on higher incomes compared to other forms of organisations. Companies also get some tax concessions if they are established in backward areas.

10 Risk diffused: As the membership is very large, the business risk is divided among the several members of the company. This is an advantage for small investors. Limitations 1 Difficulty in formation: Promotion of a company is not as simple as proprietorships and partnerships. A number of persons known as promoters should be ready to associate themselves with it for getting a company incorporated. A lot of legal formalities are to be performed at the time of Promotion of a company is expensive as well as complicated. 2

Lack of secrecy : The management of companies is usually in the hands of many persons. Everything is discussed in the meetings of Board of Directors. Therefore, compared to sole trader and partnership concerns, maintaining business secrets is relatively difficult in a company form of organisation.

Delay in decision making: In company form of organisation all important decisions are taken by either the Board of Directors or shareholders in their meetings. Hence. process is time consuming. If a quick decision is needed it will be decision difficult to arrange meetings all of a sudden. So, some business opportunities may be lost because of delay in decision making.

Neglect of minority interest: The representatives of the majority group of shareholders become the members in the Board of Directors. The shareholders who are in minority never get representation on the Board of Directors. As a consequence, the interests of the minority members may be neglected and oppressed at the hands of the majority group. Concentration power: The company of organisation gives scope for concentration of economic power in a few hands. Some persons become directors in a policies to promote their personal interests. The number of companies and shares of a number of other companies are purchased to create subsidiary companies.

Forms of Organisation I

Basic Concepts and Forms of Business

2.8 SOME USEFUL BOOKS Bhushan, Y.K. 1987, Fundamentals of Business Organisation Sons: New Delhi. (Part Two, Chapters 1, 2

Management, Sultan Chand

Musselman, V.A., and J.H. Jackson, 1985, Introduction to Modern Business. Prentice Hall of India: New Delhi. (Chapter 3) Ramesh, M.S. 1985, and Practice of Business Management, Kalyani Publishers: New Delhi. (Volume 1, Chapters 4 to 7) Singh, B.P., and T.N. Chhabra, 1988, Business Organisation Allababad, (Part One, Chapters 4 5)

Management, Kitab Mahal:

2.9 ANSWERS TO CHECK YOUR PROGRESS A

(i) unlimited (ii)

small (iv) one (v)

2 (i) False (ii) True (iii) False (iv) True (v) False

B 1 (i) ten (ii) unlimited (vii) limited partner

sleeping

two (v) partnership deed (vi) partner by estoppel

2 (i) False (ii) False (iii) True (iv) False (v) True (vi) False (vii) False (viii) True (i) 7, unlimited (ii)

limited (iv) 5 1 (v) unlimited (vi) statutory

2 (i) False (ii) True (iii) False (iv) True (v) False (vi) False (vii) True (viii) False D 1 (i) False (ii) False

False (iv) True (v) False

2 (i) limited (ii) ten (iii) unlimited (iv) self-help and mutual help (v) 9%

2.10 TERMINAL QUESTIONS 1

What do you understand by sole trader trader organisation?

State merits and limitations of sole

2 Partnership organisations emerged essentially because of the limitations and failures of the sole proprietorships. Discuss. 3 . What is partnership? How does it differ from a joint stock company? 4 What is a joint stock company? Explain how it overcomes the limitations of corporate form of organisation 5

Discuss the special features from a company?

cooperative form of organisation. How it is different

6 What is the main objective of a cooperative form of organisation? Explain its merits and limitations.

Note: These questions will help you to understand the unit better. Try to write answers for them. But do not send your the University. These are for your practice only.

UNIT 3 FORMS OF BUSINESS 11 Structure Objectives Introduction Requisites of an Ideal Form of Business Organisation Comparison of Various Forms of Organisations Criteria for the Choice of Organisation 3.4.1 3.4.2 Criteria

the Time of Starting Business Time of Expansion

Choice of Form of Organisation Up Let Us Useful Books Answers to Check Your Progress Terminal Questions

3.0 OBJECTIVES By the end of this Unit, you should to : state the features of an ideal form of business organisation the four forms of business organisation outline the criteria for choice of form of business organisation.

3.1 INTRODUCTION You learnt in Unit 2 that there are forms of organisation, viz (i) sole joint stock company, and (iv) cooperative society. You proprietorship,(ii) partnership, have also learnt about the main features, and limitations each of these four forms. Sole proprietorship and partnership have the advantages from the point of view of control, secrecy, motivation, ease of formation, and low cost of organisation. But they suffer from unlimited liability. The the drawbacks of limited resources, limited managerial abilities of more resources, company form of organisation, on the other hand, has the limited liability and diverse managerial abilities. When you plan to set up a new business, you have to decide which form of organisation is more suitable for the proposed business. For this you have to critically analyse the suitability forms of organisations in the light of the nature of the proposed business. of each of This is a very crucial decision because it the power and responsibility of the entrepreneur and the division of profits and losses. Once it is chosen, it is very difficult and expensive to change it. In this unit you will learn about the requisites of a good form of organisation, compare the four forms of organisations, analyse the factors influencing the choice of organisation form, and decide which form is the most suitable in a given situation.

3.2 REQUISITES OF AN IDEAL FORM OF BUSINESS Before we discuss how to select a particular form of business organisation in a given situation, we should know the essentials of an ideal form of organisation. This may help you in the evaluation of each form of organisation in the right perspective and take the final decision about the choice of a particular form more judiciously. The requisites of an ideal of organisation are as follows :

Basic Concepts and Forms of Business Organisation

Ease of formation: An important factor for preferring a particular form of organisation to another is the ease with which a business can be brought into existence. The ease of difficulty in forming a particular of organisation mainly depends on three factors: {i) formation expenses by way of registration fee, stamp duty, fees of legal experts, charges involved in the drafting of documents, obtaining licenses, (ii) legal and (iii) procedural delays, etc. Unless it is very essential, it is better to go for an organisation which is easy to form. Scope of raising capital: The choice of organisation mainly depends on the amount of capital required which is determined by the nature of business and the scale of operations. For example, if you want to open a retail shop in groceries, the amount of capital needed will not be much. But if you want to set up a sugar factory, may require a large amount of Ideal form of organisation is one which provides of capital as and when required. scope for raising the Extent of liability: know that the element of risk and uncertainty is prevalent in each business. In view of this, normally, the businessmen prefer limited liability. Obviously, limited liability is considered as an important feature of a good form of I-Iowever, a certain amount of risk is also found to be important to provide the needed spur for initiative, drive, and involvement in business. Many times, the absence of such spur leads to weakness, inefficiency and even dishonesty on part of management personnel. Flexibility of operations: The form of organisation should be very flexible and much difficulty or complication. For adaptable to changing business conditions example, if you want to expand your business, diversify or the plant and equipment, the should be able to meet all requirements. Stability and continuity: Stability and long life of business is desirable from the point of view of owners, employees, and customers. Employees always prefer a stable and continuous employment. If the business is stable, the owner should be able to formulate plans for the future and to make investments for a length of time. From the customers' point of view also, regular supply of goods and services is expected to meet their needs. An ideal form of organisation is one which provides reasonable amount of stability to the business.

Effectiveness of management: As you know that the success of any business enterprise depends on the efficiency of management. Managerial efficiency depends on skills, motivation, flexibility, adaptability, etc. It is difficult for an individual to possess all these qualities.

7 Extent of government control and regulations: If the governmental control and regulations are too many, the enterprise may have to divert a lot of time, money and and instructions. In some cases there may be energy for complying with legal too much interference by the government officials in the day-to-day business of the firm. No doubt, the investors, creditors, and customers trust the business enterprises whose activities are properly regulated by the government. But too much interference is not favoured by the entrepreneurs because it mars their initiative and disrupts the working of their business. 8

Business secrecy: In business, it is important to maintain business secrets without leaking them out to competitors. Therefore, a form of organisation which enables retention of business secrets is preferred to the one wherein business secrets are difficult to preserve. burden: Business taxes like sales tax, excise duty, and customs duty are charged certain products and services. Hence, such taxes affect all forms alike and they will not affect the choice. But the income tax liability is different from one form of organisation to the other. Naturally, the form of organisation which attrac'ts the minimum amount of this tax liability is considered as an ideal fonn. From this point of view company form organisation is considered to be best because it enjoys a number of tax reliefs which are available in case of other forms of organisation.

10 Ownership prerogatives: Some persons have a very strong desire to control the entire business activities themselves and place a great value upon their right of personal leadership. Some persons are desirous of sharing the responsibilities and risks of a a strong desire to business. Some people may want to own a part of the capital control the affairs of the business. You can also find some persons who are not ready to bear the business risk. An ideal form of organisation takes care of such prerogatives of the owners.

Forms of

COMPARISON OF VARIOUS FORMS OF .

...

you have learnt that an ideal of organisation should have the features of easy limited liability, scope to raise enough capital, business secrecy, flexibility, in operations, less governmental controls, less tax burden, etc. You know there are viz., sole (2) partnership, (3) company, four basic forms of (4) cooperative society. In the light of the above features identified for an ideal form of let us now compare the features of these four forms organisations. With such comparison, probably, we can identify that form of organisation which fulfils all the ideal features. Look at the Table 3.1 and compare the features of four forms of business 3.1 Study of Different --

of .

Sole

Cooperative Company .

Quite No rigid

Quite

to legal

None

Act,

Cooperalive Societies Act, 1912

Act. 1032 No status 3

Membership.

No separate

Separate legal status

is 2 is

Single

legal status

7 and

2 and 50

Few legal involved

and no

and in

Lirnitcd capital

Larger capital resources

Management

Control, risk and ownership together limited expertise

expertise Owner's

Scope for expertise

y by owner

transfer

Business secrets

Complete separation of from ownership

Not all

scope Vcry for expertise

Depends upon life of owner

Full secrecy

Scope for expertise to By-laws

Limited by owners the of shares

Shared owners in the of shares held

of by

and relatively difficult

At will and very

Restricted

Depends the life, insolvency, retirement of

Perpetual Death, insolvency of members docs not effect

Perpetual Death, insolvency of members docs not effect the life

Death. of its members does not effect the life

Secrets by partners

Secrets shared by the

Exposed to public

Exposed to

Very

Considerable regulations

regulations

Considerable regulations

relatively

State regulations special income tax

No special tax

Heavily taxed and income is double taxed

Heavily taxed and income is taxed

Exemption from income tax

Flexibility

It is an elastic. organisation. Ther: of is no written documents

It can be changed only by the consent of all partners. It requires deed which can be changed by the consent of all the partners

It is an elastic organisation

It is an unelastic organisation. Its Memorandum of Association is difficult to change. It can be changed through the permission of the Govt.

It is an unelastic organisation. Its Memorandum of Association is difficult to change, It can be changed through the permission of Govt.

Auditing of Accounts

Not required

Compulsory

At will

Under the Act

Tax liability

17 Winding up

No resources

Limited as

I I Business stability

Any capital can raised

will

the

Basic concepts and Forms of Business Organisation

If Table 3.1, you will that no single form of organisation is having all the ideal features. You can fiod each of organisation having some of these features. Each form is good in some aspects and not good in other respects. For instance, sole proprietorship and partnership forms of organisations are considered good from the freedom from govemmenl regulations, ownership point of view of ease of retention of business secrets, etc. But same features are not prevalent much in cooperative form of Company form and cooperative ideal the point of view of limited liability, scope of raising capital, management, continuity of life, etc. So, it is difficult to treat any one as ideal in respects and suitable in all situations.

Check Your Progress A List the features of an ideal fonn of business organisation.

are or False. 2 Stale whether the following i) An ideal fonn of organisation is one which has formalities at the time of formation.

legal

..........

ii) Unlimited liability is an important feature of an ideal form of organisat ion. Organisation should be flexible and adaptable to changing business conditions. iv) Too

governmental control is not ideal.

of organisation should v) An ideal to the business.

stable and continuous life

..........

vi) Retention of business secrets is one of the essential 'features of a good form of organisation. vii) The form of organisation which attracts more tax burden is desirable.

3) Fill in the blanks. form is the easiest and i) formation. ii) Membership of form.

form is the

is the highest in. . . . . . . . . .

iii) Scope to raise capital is very limited in iv) Income is exempted from tax for V)

Owners liability is unlimited in

secrets are

., ..

difficult in

and the

in. . . . . . . .

form. form of organisation.

. . . . . . . . . . forms.

vi) Business secrets are maintained in State regulations are the

forms. in

exposed in

form.

3.4 CRITERIA FOR THE CHOICE OF ORGANISATION By comparing the four forms, we realised that none of them is ideal in all respects. Each form of organisation is good in some respects and not good in other respects. It means looking for one best form of be like looking for a shirt that fits everybody in the family. Thus, a particular of organisation which is suitable in one situation may not be suitable in other So, the best form of organisation is one which fulfils the requirements of a particular business in a satisfactory manner. The basic consideration governing the selection is the attainment of the objectives decided upon by the entrepreneur. Since these objectives from one business to the other, no single form of organisation can be considered as the best suited for all kinds of business.

Now, let us what considerations help us in making our choice of the form of business organisation. The decision regarding the choice of organisation assumes importance at two stages of a business. a) b)

At the time of starting a business. At the time of expansion.

3.4.1 Criteria at the Time of Starting a Business of a suitable form of business organisation assumes great importance at the time of initiating or launching a new business because it is the form of organisation which ultimately determines the power and responsibility of the entrepreneur. The choice is dependent on the following factors.

Nature of business: Choice of a suitable form of organisation is on the of the proposed business. The organisational requirements are different for different types of business. For example, a big cement manufacturing activity and a retail cement shop cannot have the same form of organisation. Similarly, the form of organisation suitable for a textile mill is not suitable for a tailoring shop.

2 Volume of business: The expected volume of business also

the decision about the suitable form of organisation. If the volume of business is small, you need small amount of capital and run less risk. In that sole proprietorship may be suitable. But if the volume of business is large, you need more capital anti run risk which a single owner may find it difficult to cope with. So, partnership form or a company form would be considered more suitable.

Area of operation: The area of operation of the business also influences the choice of and confined to a particular locality, the form of organisation. If the area is suitable form of organisation may be sole proprietorship. case area is widespread, the suitable form may be stock company.

Desire for control: The extent of control and supervision will also determine the choice of organisation. If it is desired to have a direct control over the business operations, a sole proprietorship or a partnership form of business should be adopted. case if you feel that there is no need for direct control, the company form of is the best.

Capital requirements: The form will also depend on extent of financial requirements of the business. A business which a of capital can be organised on sole proprietorship or partnership basis. But if the financial may be requirements are huge, then the joint stock company form of preferred.

Extent of risk and liability: You business operations involve risk. If promoters of a business enterprise are by the risk involved, they will start the business on the basis of a limited liability. That means they can go for a company. In case they have capacily to bear risk involved, it can he organised on sole proprietorship or partnership basis.

Government regulations: As you the controls and regulations are to the remaining more in company form and cooperative form of organisations two forms. If you do not want too much government control and regulation, you should of- partnership form. choose either sole proprietorship

3.4.2 Criteria at the Time of Expansion Growth is a normal phenomenon in business. When your business is successful, naturally, you may plan to expand it. The expansion programmes may have the following implications. i)

Need for larger financial resources.

ii)

Need for internal Need for

and control. services like communicalion, accounting, marketing, etc.

iv) Increase in governmental controls and regulations. v)

Increase in tax liability.

vi) Increase in the problem'of control and coordination.

Forms of Business Organisation

Basic Concepts and Forms of Business Orgnnisation

In fact the nature of these problems will depend upon the nature existing business type of expansion programme undertaken. To implement your expansion programme, you can either continue with the existing form of organisation or adopt a new form of organisation. Whatever alternative you choose, it must be able to meet all requirements of expansion. If your existing business is organised as a sole proprietor concern, you can think about employing a manager or taking a partner. In case it is a partnership firm, you may have to choose between increasing the number of partners or converting it into a private limited company. Similarly, if your existing business is in the form of a private you have the choice of converting it into limited company or not. .

3.5 CHOICE OF FORM OF ORGANISATJON On the basis of the above we can conclude that the small businesses like grocery stores, hair dressers, small restaurants and hotels, small auto workshops, stationery shops, confectionaries, bakeries, dry cleaners, manufacture and suppliers, small electric electronics repair shops, barbers, tailors, etc., are predominantly sole trade organisations. The reasons for preferring sole proprietorship of for these types of businesses are abundantly clear. They function on small scale, cater to the needs of a limited market or deal with a restricted number of customers or dealers, and require a very limited capital. Moreover, they require the personalised attention of'the owners to deal with a faceto-face situation. The managerial supervision can be tackled easily by the owner himself and the owner generally likes to be his own boss and active manager. organised as partnership firm. Service Business on a relatively larger scale is enterprises like auto workshops, larger restaurants and hotels, large scale retail houses and medium scale industrial organisations are generally organised under partnership In these cases the entrepreneurs would like to pool their capital, skills, ekperience, etc., as partners of a firm. The internal organisation of such undertakings is looked after by the partners who specialise in a particular activity in the enterprise. In those enterprises where the risk involved is quite significant and scale of operation is the private company. Transport undertakings, hire medium, the likely choice purchase units, finance and leasing companies, medium scale manufacturing companies are generally organised as private limited companies. In these undertakings the requirements of capital are larger as compared to those of a partnership firm. For large scale business operations, the most suitable form of business organisation is the public limited company. The large scale manufacturing plants, large transport undertakings, engineering and electronic companies, departmental stores, multiple shops, etc., are usually organised on the basis of public limited company. The principal reasons are the necessity of larger capital and the large amount of risk involved. hand, the cooperative form of organisation is suitable when the interest of a On the cooperative form of organisation particular segment of society is to be promoted. is used largely for consumers, producers, farmers, etc. Check Your Progress B 1 List the factors influencing the choice of organisation at the time of starting a business --

unit.

............................................................................................................................................... 2 State whether the following statements are True or False. Higher the business'volume, the lower is the capital requirement. Sole trader or partnership forms are desirable when direct control of business is preferred. iii) Nature of the business does not have any influence on the choice of organisation from. If the

of operation is very wide, partnership form is ideal.

.......... ..........

Forms o f

Company form is suitable in case of limited liability is desired.

vi) Raising of capital to an unlimited extent is possible through public limited company. Government regulations are 3

Put a

in the case of company

mark against correct answer.

Suitable form of business organisation for a very small business is sole proprietorship1 company form. For large scale manufacturing business, suitable Suitable

of organisation form.

medium size retail cloth business is

iv) To raise small amount of capital, form. V)

form is sole trade

If the risk element is very high, suitable limited company.

of organisation is

3.6 LET US SUM UP The features of an ideal business organisation are ease of formation, liability. scope to raise enough capital, maintenance of business secrecy, tlexibility, stability in operations, less governmental controls, less tax burden, higher managerial efficiency, and ownership interest. Comparison of the four forms organisations shows none of these forms have all the ideal Features. Each form of organisation is good in some respects and not good other respects. Sole proprietorship and partnership forms are ideal from the of view of ease of formation, governmental controls, ownership business secrecy, and tlexibility. Company and cooperative forms are ideal from the point of view of limited scope of raising capital, managerial efficiency, stability, and continuity of operations.

As none of the four forms ideal in all respects, the entrepreneur has to choose the suitable of the objectives of his business. For choosing a suitable form of organisation in the at the of launching the new business, the entrepreneur has to form of of business, of operation, capital requirements, consider the nature of business, degree of control desired, expected life of business and desired level of regulations. At the time of the expansion, depending on the situation, the entrepreneur can either continue the existing form or adopt a new form organisation. Rased on the analysis it is concluded that the sole proprietorship is the suitable form for small business. If business is relatively larger, partnership is the proper form of organisation. sized public is suitable Private limited company is ideal for is suitable when the interest of for large scale business. The cooperative form of a particular segment of the society is to be looked after.

3.7 SOME USEFUL BOOKS Bhushan, Y.K., 1987. Fundanzerztals of Business Chand New Delhi. (Part Two, Chapter 4).

and

1985. Principles Practice Modern Business Management, Kalyani Publishers: New Delhi. Singh B.P., and T.N. Chhabra 1988. Business and 10). Mahal: Allahabad. (Part One,

Sultan

Chapter 10). Kitab

Basic Concepts and Forms of Business Organisation

ANSWERS TO CHECK YOUR PROGRESS A 2 (i) False

3 ii) iii)

(ii) False (iii) True

True

(vii) False

Sole trader, public limited public limited company cooperative, sole trader soletrader cooperative

soletrade and partnership

vi)

sole trade and partnership

vii) public limited company viii) public limited

B 2 (i) False

(ii) True

3 (i) sole proprietorship (iii) partnership (v) private limited

False

(v)True

(vi) True

(vii) True

can be

company (iv) sole trader form

the features of an ideal form of business considered to be an ideal'in all respects?

Which

None of the four forms of business organisations Discuss.

all the feature4 of an ideal

Explain the factors determining the choice of the

You plan to start a business. How would you choose the suitable for your business?

Company form of organisation is the most ideal form for all types of businesses. Discuss.

A partnership has decided to expand its business which more capital and expertise. Should it take more partners or convert it into a private limited Give your advice with suitable arguments.

of of

Note: These questions will help you to understand the unit better. Try to write answers But, do not send your answers to University. These are for your for practice only.

UNIT 4 BUSINESS PROMOTION Structure 4.0 Objectives 4.1 Introduction 4.2 An Entrepreneur 4.2.1 Entrepreneurship 4.2.2 Characteristics of an Entrepreneur 4.2.3 Functions of an

4.3 4.3.1

between Entrepreneur and Promoter Types

Promoters

4.4 Promotion of Different Types of Organisations 4.4. I

Concern

4 4.2 Partnership 4.4.3 Joint Stock Company Society 4.4.4

4.5 4.6 4.7 4.8 4.9

Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Questions

4.0 OBJECTIVES After studying unit, you will be able to: explain who is an entrepreneur and what his characteristics are an entrepreneur describe the distinguish between an entrepreneur and a promoter explain the procedure for promoting sole proprietorship, partnership, joint stock company, and cooperative society.

4.1 INTRODUCTION In the previous units you have learnt about the nature of business activities, the types of in which individuals and of individuals may be engaged, and the different forms in which business activities organised. You know in business field a variety of goods and services are dealt with in small shops, large stores, small workshops and large factories. Have you ever enquired how these business activities were started? Who started and what kind of ideas they had while taking their decision to set up a business? Certainly, some individuals or groups of individuals must have thought of those businesses to start with. If your family is running a business, it is possible that your father or grandfather thought about it and then took steps to set it up. If it is a manufacturing business, a factory building must have been constructed, machinery, supply of raw-materials must have been arranged, workers recruited and availability of power, water, etc., also have arranged capital to assured. For all these purposes, those who started the business meet the necessary expenditure. In other words, every business is the brain child of someone. That someone is called 'entrepreneur'. In this unit, you will leam who an entrepreneur is, what are the characteristics and functions of an entrepreneur, the role of an entrepreneur in business promotion, difference between entrepreneur and promoter and , various types of promoters, You will also leam how various forms of business are promoted and what steps are taken by promoters to set up the business.

Rasic Concepts and Forms of Business Organisation

3.8 ANSWERS TO CHECK YOUR PROGRESS False

A 2

3 i) ii) iii) iv)

(ii) False ( i i i ) True

True

Truc

(vi) True

False

Sole trader, public limited company public limited company cooperative, sole trader sole trader cooperative

sole trade and partnership

vi)

sole trade and partnership

vii) public limited viii) public limited (i) False

(ii) True

False

( v ) Truc

Truc

True

3 (i) sole proprietorship (ii) company form (iv) sole trader form (iii) partnership (v) private limited company

3.9 TERMINAL QUESTIONS features of an ideal of business organisation. Which considered to be an ideal'in all respects? 2

None of the four forms of business organisations has all organisation. Discuss.

can

features of an

form

Explain the factors determining the choice of the form of business organisation.

You plan to start a business. How would you choose the suitable for your business?

Company form of organisation is the Discuss.

A partnership firm has decided to expand its business which more capital and expertise. Should it take more partners or convert it into a private limited company'? Give your advice with suitable arguments.

of organisation

ideal form for all types of

Note: These questions will help you to understand the unit betrer. Try to write answers for But, do not send your answers to the University. These are for practice only.

UNIT

BUSINESS PROMOTION

Structure 4.0 Objectives 4.1 Introduction 4.2 An Entrepreneur 4.2.1 4.2.2

of an Entrepreneur Functions of an Entrepreneur

4.3 Promotion Distinction between Types of Promoters

and

4.4 Promotion of Different Types 4.4.

Concern

4.4.2 Firm 4.4.3 Joint Stock Company 4.4.4

4.5 Let Us Sum Up 4.6 Key Words 4.7 Some Useful Books 4.8 Answers to Check Your Progress 4.9 Terminal Questions

4.0 OBJECTIVES After studying unit, you will be able to: his characteristics are explain who is an entrepreneur and describe the functions of an entrepreneur distinguish between an entrepreneur and a promoter explain the procedure for promoting sole proprietorship, partnership, company, and cooperative society.

stock

INTRODUCTION In previous units you have learnt about the nature of business activities, the types of business in which individuals and groups of individuals may be engaged, and the different forms in which business activities may be organised. You know in business field a variety of goods and services are dealt with in small shops, large stores, small workshops and large factories. Have you ever enquired how these business activities were started? Who started them and what kind of ideas they had while taking their decision to set up a business? Certainly, some individuals or groups of individuals must have thought of those businesses to start with. If your family is running a business, it is possible that your father or grandfather thought about it and then took steps to set it up. If it is a manufacturing business, a factory building must have been constructed, machinery, supply of raw-materials must have been arranged, workers recruited and availability of power, water, etc., also assured. For all these purposes, those who started the business must have arranged capital to meet the necessary expenditure. In other words, every business is the brain child of someone. That someone is called 'entrepreneur', In this unit, you will who an entrepreneur is, what are the characteristics and functions of an the role of an entrepreneur in business promotion, difference between entrepreneur and promoter and . various types of promoters. You will also learn how various forms of business organisations are promoted and what steps are taken by promoters to set up the business.

Basic Concepts and Business Organisation

4.2 AN ENTREPRENEUR An entrepreneur is one in whose mind the idea of doing business of a particular type first takes shape. He is on the look out for business opportunities and is a good judge of products will sell. He is imaginative and is guided by a strong sense achievement. He is not afraid of future uncertainties. He is prepared to take risk and face challenges. Above an entrepreneur is one who creates something new, something different. He innovates and combines resources in the form of men, materials and money and brings them together to make the business venture profitable. .

Entrepreneurship What the entrepreneurs do may be regarded as In other words, entrepreneurship is the act of being an entrepreneur. The word is actually derived from the French term 'entrepreneur' means to undertake, to pursue opportunities, to fulfil needs and wants of people through innovation and business. The entrepreneur is the person who does all this. He undertakes a it, raises capital to finance it and assumes the whole or major of the risk of business. Thus, 'entrepreneurship is the process of giving birth to a new business'. and bearing are the two basic elements of entrepreneurship. know the exact connotation of these terms.

you must

Innovation: If a business activity does not require anything special to be done, i t is entrepreneurship. In fact a person cannot be called an entrepreneur unless he introduces something new, something different, in his venture. This is known as innovation, thal is, doing something from others. entrepreneurs are constantly on the look out for something unique to fulfil the need or want of people. They may or may be inventors of new products or new methods of production, but they are able to foresee possibility of use of invention for business. Others know about the same are not capable of thinking about its practical usefulness in business. Or, they may not have the ambition or self-confidence to take advantage of it. In a competitive market, an entrepreneur can succeed in his business only through innovation. An innovation need not necessarily be something big or dramatic. A simple adjustment to something old, or giving a service without extra charge while selling a product, or a packaging, or selling a product in packets of different weights, and such types of steps may be profitabie innovations. Of course, if similar things are done by a of producers and sellers, an entrepreneur has to think of other types of innovations. Thus some may lead to other innovations. No wonder imagination is sometimes more important than for innovative thinking. An entrepreneur have imagination and also the ability to think creatively. bottles Take the case of fruit juice. Now a days, fruit juice is sold in small cartons so that you can carry it and throw away the container after drinking the juice. This is innovation. Let us take another example. You may have heard of Henry Ford who established the Ford Motor Company in the United States. He did not invent the automobile, but he applied new methods of mass production and out passenger cars at low cost so that many people could afford it.

Risk Bearing: Risk bearing is another aspect of entrepreneurship that every entrepreneur has to cope with. One who is an entrepreneur must be a risk taker, not a In fact. a new business always involves risk because money is invested for T o try anything new is also risky. A new venture may not bring the expected profits or may fail and run into losses. It may happen because of increasing competition, a change in customer preferences, shortage of raw material supply, or sudden unexpected calamities. But an entrepreneur is bold enough to assume the risks. He is prepared to take risks for the reward. Even if he fails in one venture, he persists, and this helps him to succeed.

4.2.2 Characteristics of an Entrepreneur If you read business history, you will come across the names of many persons who may be called entrepreneurs. Rockfeller and Henry Ford of the United States, Karl Benz and Soichiro Honda of Japan, are well-known names of Gottfried Daimler of fortunes, In our country, J.N. entrepreneurs, who started industrial organisations and

Kirloskar and others have set up successful manufacturing industries. Small business firms have often succeeded because of the part played by entrepreneurs. It may be to know whether they had anything common as regards their personal characteristics. has been found that there are certain elements in the character of which are prominent in them. Independence: Many entrepreneurs who started their businesses resisted being pigeonholed or Following routine habits. In fact, entrepreneurs become frustrated when they have to follow someone else's direction. They have to be the boss. They like to be in control. They find it difficult to work under the direction of others. Hard Work: Willingness to work-and work hard-is an outstanding trait of entrepreneurs. You can bet that the successful business owner has paid with tedious, sweat-filled hours, stress, and perseverance. Most likely the business verged on many times in the beginning, but the owner simply would not let it die. A successful entrepreneur described his early experiences that they worked endless, twelve hour days and sometimes seven days a week. You might say it was his whole life. 3

Desire-to Achieve Goals: They have a strong desire to overcome problems and setting up successful business ventures which eventually give adequate profits. They considered of their achievement and performance rather than making money profit as alone.

Foresight Basically, these people have wide knowledge about business environment consumer attitude, technological development, etc. Further, they ore dynamic in forecasting business uncertainties and risks, accordingly, they take quick and sound decisions.

Open-mindedness: They are in predicting changes in business environment. However, never changes because they know that they cannot stop it. Therefore, are to open-mindedness even though sometimes they lose due to in consumer tastes which ultimately forced them to change their technology, etc.

6 Optimistic Outlook: They are generally inclined to believe that present problems are of nature conditions will be favourable in due course. Entrepreneurs to achieve their goals in the best possible manner, to get outstanding are always be proud of. results which 7

Working : The success of a business mostly depends upon its workers their links with other business undertakings. Most of the successful first rind business entrepreneurs had harmonious relationships with others. This builds up their reputation in the market. Good : They are good at bringing together different types of resources needed for starling a business making it operationally They can convince the prospects of business, get cooperation, raise funds, procure people machinery, arrange supply of materials, select right type of employees and coordinate various activities relating to the business. Innovative Aptitude: Most successful entrepreneurs have innovative aptitude. They spend part of their income on research and innovative activities so that they offer suitable products to meet the demands of consumers. Some of our industrialists like Birla, Kirloskar, etc. have established their own research centres.

4.2.3 Functions of an Entrepreneur Having read the preceding pages of this unit, you must have started thinking about the functions of an entrepreneur. Essentially, what the entrepreneur does is to recognise the be profitable. Then, he prepares a plan of possibility of starting business which action, and steps to be taken to up the business, and eventually operation the business. course, the nature of business that is in view, the functions of an entrepreneur who is looking for functions will differ. Let us to engage in production activity. Develops a n idea and explores opportunities: The idea of forming n business unit is creative mind of the entrepreneur. On the basis of the idea he first formed in

Promotion

perceives opportunities for profitable investments and explores the prospects of starting a manufacturing enterprise.

Concepts and Forms of Business Organisation

2 Product analysis and market survey: He collects data on consumer preferences and the saleability of the proposed needs through market research techniques and to find product. Further, he collects consumer preferences in respect of design, colour, size, shape. In addition, the entrepreneur gathers the total demand and the degree of competition for the proposed product. of business ownership, 3 Decides form of organisation: He decides the it should be a sole proprietorship, a partnership firm, a company or a cooperative society.

4 Decides location: He decides location of the factory at a suitable place taking into account the available facilities of transport, power-supply, fuel, water, labour, supply raw-materials, nearness of market, etc. Collects necessary capital: He makes available sufficient amount of capital for the initiation and continuation of the business. He gives personal guarantees to the financiers who contribute capital. Otherwise, he promises to invest capital himself or the enterprises, the promoters necessary amounts from friends and relatives. In case of can provide funds from their own savings. But in case of large enterprises, funds have to banks, financial be raised from various sources like general public, institutions, etc.

Places orders for machinery: He places orders for machinery, and other requirements. He takes decision about the installation of equipment and machinery in the process of production.

Recruitment of labour: As an entrepreneur he makes an estimale of skilled and unskilled workers of categories required for various departments. Accordingly, the entrepreneur arranges their recruitment.

8 Designs internal organisation structure: He designs internal organisation structure for his proposed concern. This involves breaking up of the total work of the enterprise into major functions like production, marketing, finance, personnel, purchase, engineering, etc. and the dividing of each of them into sections. He stipulates the functions of different departments and their inter-relationships. 9

Fulfils formalities and launches enterprise: Every type of business has procedural formalities while starling a new enterprise. The formalities are different for different types of business organisations. Unless you fulfil them you cannot launch an enterprise. You will learn about procedural formalities later in this unit.

Thus, the role of an entrepreneur is that of an initiator promoter. In a sense, the role of and an entrepreneur is also that of an expert having knowledge of product, market of the practical aspects of running a business. He should not be simply an imaginative thinker but also have the ability to judge what kind of business will click. His role is indeed crucial for the eventual success of a business. When an enterprise has been launched and it turns out to be profitable, the entrepreneur may decide to leave it, give up his ownership tights, and hand it over to others to run it. Many entrepreneurs in the past have done so. They have been attracted by new opportunity and more profitable lines of business. But many entrepreneurs have continued to run the business they started taking every opportunity of expanding the original venture, adding new activities, making operations more efficient, and deriving satisfaction from their achievements. But you will agree that it is the initial phase which is most important for the success of a venture. It is at this stage that the future of a business is decided. The basic responsibilities , of an entrepreneur include the ability to seize an opportunity, to innovate, explore the prospects of profitable business, and then to complete legal formalities, raise, funds and finally manage the business are the basic responsibilities 'of the entrepreneur. He has to face many obstacles, many problems and difficulties in the course of promoting business. He has to take decisions which may have long-run implications. An entrepreneur has thus to undertake many things. But the most important of these are: innovation, and (ii) risk- . bearing.

Check Your Progress A Indicate whether each of these statements is True or False. An entrepreneur is an imaginative thinker and an innovator. An True

Business Promotion

False

is on the Look out for opportunities of profitable ventures False

iii) An entrepreneur may not have capital of his own to invest but he is a risk-bearer. Ture Profits earned by the business are regarded as a measure of an entrepreneur's achievement and performance. Ture False v)

An entrepreneur does not raise initial capital and give personal guarantees to the True

vi) An entrepreneur brings together everything required to start a True vii) An entrepreneur undertakes activities which are similar to others in the business field. False viii) Entrepreneurs are

outlook.

True

False

2 Read the following statements. Find out who is the entrepreneur and who is not. of an existing i) A person sets up a business with an improved quality and product or service. ii) Mr Srikanth is running a spinning mill. He purchased recently for Rs. 8 crore. Mr Harish raised finance and started a factory for producing mango juice in paper containers. and Nicobar Islands in iv) Bata Shoe Company opened their showrooms in order to sell their products. decides to make alternative on production. v)

A business enterprise does not come into existence on its own. It is the result of the efforts of an entrepreneur who conceives the idea based on his knowledge of business opportunities and takes necessary steps to launch the business venture. He is also known as promoter. As a promoter, he assembles the required funds and people, and serves both as a mother mid-wife to the enterprise. Thus, the is the Kingpin of business as undertakes the risk and gives a concrete shape to business propositions. Promotion may be undertaken for the of setting up a new business, for the expansion of an existing business, or for combing two or more business firms.

4.3.1 Distinction between Entrepreneur and Promoter Sometimes a distinction is made between 'entrepreneurs' and 'promoters' of business. Those who are innovators and risk-bearers are strictly known as 'entrepreneurs' while those who take steps to set up the business and make it are as 'promoters'. In actual practice, however, this distinction does not hold good. Entrepreneurship (act of entrepreneurs) does not remain confined only to recognition of business opportunities and preparedness to do something new. It does not end with the entrepreneur undertaking to bear the risks of business. It includes planning for the business and taking necessary steps to put it into operation. After all, becomes a business only when it gets going. Thus, in a wider sense we cannot make a difference between the role of an and role of promoter.

4.3.2 Types of Promoters There are various types of promoters. They are classified as professional promoters, financial promoters, entrepreneurial promoters, institutional promoters and government.

Professional promoters: These are specialists in forming new business enterprises. After promoting an enterprise they eventually the shareholders of the company.

the control and management to

Basic Concepts and Forms of Business Organisation

Financial These promoters float new enterprises during conditions in securities market. They are people who have financial stability and looking forward to new opportunities for investment. Entrepreneurial promoters: These promoters conceive the a business the necessary preliminary work in setting the business unit and ultimately and manage the In India most promoters belong to this category.

Institutional promoters: There arc some specialised institutions like Industrial Development Bank of India, National Industrial Corporation, etc., are providing technical, managerial and financial assistance for the promotion of new These institutions collaborate with other entrepreneurs to launch the enterprises. Government: Since independence, Government of India has emerged as a big enterprises. It has promoted several enterprises in fields such as ordnance factories, heavy shipping, iron steel, fertilizers and pesticides, oil and natural gas, etc.

4.4 PROMOTION OF DIFFERENT TYPES OF .

. .

. .. .

.. ..

have already studied the role of an entrepreneur in setting up a business. The promoter decides the product or which has a market, and then takes necessary steps for launching a business venture. Before launching the business enterprise, takes Will it be under ownership joint decision about the form of business ownership? If it is to be under joint ownership, will it be a partnership organisation or a joint steps that he to take in launching the business will naturally depend stock company? the legal upon the form of organisation. The necessary to start the business will be different in each case. Let us first see is required to be done to promote a business venture under single proprietorship and partnership finn.

4.4.1 Proprietory Concern When a business is decided to be set up under single ownership, there is practically no legal formality involved. Of course, to run certain types of business activities permission to be obtained from the Government or local authorities. For instance, to open a individual proprietor has to get the from the Health Department the Municipal proprietor get the of Corporation. T o start a workshop or factory, Director of Industries through the District Industries Centre.

A business may also be owned by Hindu In such a business, the of family, known as has full control over the income and expenditure of business. activities just like an individual proprietor. In fact, a joint and controls the family business generally into when the of the family dies and members of his family decide to continue the family business senior most require any legal member of the family. This form of organisation of business also does

4.4.2 Partnership Firm You know that partnership is the between two or more persons agreed to share the profits of a business. The business may be carried on by all or by any of acting for all. Collectively those are known as 'a firm' and individually they known as 'partners'. agreement between the partners may be oral or in writing. A partnership business comes into existence as a result of an agreement between two or more persdns. Hence, a partnership firm has no separate existence in the eyes of law. It has no independent legal existence. No legal formality is, thus, required to launch a partnership business and to run it. However, if partners desire, a partnership can be registered with the Registrar of Firms by filling up a form of application. A fee of Rs. 3 is to bc paid for that purpose. is not compulsory under the law. But it is desirable because an Registration of is not permitted to file a law suit or start other legal proceedings against unregistered any third party to recover its claims. Moreover, no partner of such a firm can file a suit to

enforce his rights against other partners under the partnership agreement, although third parties can,file suits against the as well as the partners. Before starting a partnership business, the partners come to an agreement their mutual rights and obligations. If it is an oral agreement there is always a possibility of misunderstanding or dispute among the partners as regards their respective rights and should be in liabilities. To avoid any dispute in future, it is advisable that the writing. The written agreement is known as 'partnership deed'. It should be drawn on a stamped paper and signed by all the partners. The partnership deed should contain the nature and place of business, duration of partnership, capital to be contributed and share of profits of each partner, rights, duties and obligations of partners, salary payable to partner, and all such clauses as may be agreed upon.

Check Your Progress B State whether the following statements are True or False. Business promotion begins with the of an idea and ends with the setting up False True of the business unit. ii)

Revival of existing sick units is called business promotion.

True

False

The Formalities required in proprietory concern are much less as partnership firm. True

iv)

Registration of partnership is compulsory.

The partners file suit against the other partners if the firm is not registered. True False

vi)

The senior member who manages joint Hindu family business is known as True False

4.4.3 Joint

False

Company

You have learnt that a company is an association of persons. So, there must be more than a company. A partnership firm also must one one person to involved in the business. But legally speaking, a partnership firm has no existence from its partners. On the other hand, a company after it is formed acquires a separate legal identity. It is regarded in law as a separate entity distinct'from the members who join it. Because of this feature, the promotion of a company requires a number of legal formalities promoters can the to be completed before it can be established. One or responsibility of bringing a company into existence. regarding the legal formalities for The Indian Companies Act, 1956 contains setting up a company. You know that from the point of view of ownership, mainly two types of companies can be formed under the Companies Act-private company and public company. The promoters have to decide which type of company they would prefer to form. For the purpose of running a business, promoters generally want that the liability of members should be limited to the amount of capital that they agree to contribute. up may be a private limited company or a Accordingly, the company decided to be public limited company. Whether it is a private limited or a public limited company, it is Companies Act. official necessary that the company is duly registered under appointed for the registration of companies is the Registrar of Companies. For each State or group of States in India, there is a Registrar of Companies. For instance, there is a of Companies for the Union Territory of Delhi and His office i s in New Delhi. Let registration of a company, us see what the promoters have to do for

Registration of a Registration of a company is alsa incorporation. A company is said to be incorporated when it receives the certificate of incorporation from the Registrar of Companies. The certificate of incorporation is a conclusive proof of the fact that a company bearing a specific name has been lawfully formed. The promoter has to take the following steps for obtaining the Certificate of 1

Selecting a name for the company

2 Preparation and printing the documents Lo be filled

3 Filing the documents with the Registrar of Companies

Business Promotion

Basic Concepts and Forms of Business Organisation

Let us now take up these aspects one by one. Selecting a name: Every company to be registered have a name by be known for legal and business purposes. The promoters generally select a few and ascertain from the Registrar's office whether these names are available. For an application on a prescribed is submitted the Company Law Administration, Government of India, through the Registrar Companies for The promoter can then adopt any name from the list of approved names. It is necessary to include the words 'Limited' and 'Private Limited' in case of public company and private limited company respectively. P re paration and printing of documents: After the of the company has approved and adopted, promoters have to get the following documents and printed : a) Memorandum of Association b) Articles of Memorandum of Association: It is the most important of a company as it the constitution of the company and states the relationship of company with outside world. It is a public document and each person who deals with the company supposed to know the provisions contained in the memorandum. The purpose of is to enable the shareholder, creditors and those deal with the company what is its permitted range of activities. the company is a legal 'person' capacity to do business, unlike that of a real person, is restricted. a company is engaged any trade or business which is outside the provisions Memorandum of Association, such acts are regarded ultra of the company and therefore, void and inoperative. Memorandum of Association contains the following particulars i) ii)

different clauses.

Name of the company Name of the state in which the registered office is to be located. Objects nature of business activities which the company will undertake to be stated in this clause. A declaration that the liability the members will be limited to the face value of shares subscribed. is proposed to be Capital clause-The total amount of capital with which the registered and its divisions into different shares of a fixed amount are to be stated this clause. A declaration by signatories to the Memorandum that they are desirous of being to take the number of shares mentioned against formed into a company and names.

The Articles of Association: It contains the rules and regulations relating the management of its internal affairs. They define the rights, powers and duties of the which the business of the company is to be carried on management, the mode and and the manner in which changes in the regulations of tile company may be made from time to time. Articles lay down the'relations between the company and its members and between the members. A public company limited by shares may register its own Articles Association or adopt Table A the model set of 99 articles given in Schedule I of the Companies Act. Other types of companies must prepare file own Articles of Articles of Association along with the memorandum at the time of incorporation. Association riot contain anything contrary to the Companies Act, the public policy, the Memorandum of Association and the general law of the land.

3 Filing of documents for registration: After preparing and printing the Memorandum of Association and Articles of Association, the promoters an application to the Registrar of Companies and file the following documents : A copy of the Memorandum of Association A copy of the Articles of Association iii) A-list of persons who have agreed to become director of the company with their names, addresses', age and occupations. In case a separate list of directors is not filed, signatories to the Memorandum of Association will be deemed to be the directors.

Business Promotion

iv) Written consent of the directors to act in that capacity, duly signed by each director, along with a written undertaking to take the prescribed qualification shares, if any. A company without share capital and a private company need not file this document. ,

v) A statutory declaration stating that all the legal requirements with respect to incorporation have been duly complied with, This declaration should be signed by an Advocate of a High Court or of the Supreme Court, or by a practicing chartered accountant or by a person named as director, manager, or secretary of the company. vi) Notice of the registered office of the company. However, this notice may be filed within 30 days of incorporation. Along with the above documents, the Memorandum of Association and the Articles of Association must bear stamp duty as per the Indian Stamps Act. The promoters have also arranged payment of registration fees and filing fees at the time of submitting the application. If the Registrar upon scrutiny of the documents finds them to be in order, he issues the certificate of Incorporation in favour of the company. The company becomes a separate entity in law when it gets the Certificate. Commencement of Business A private limited company can commence business activities as soon as it is registered. The promoters of such a company raise the amount of capital necessary from their friends and of loan. The general public be relatives either against shares issued or in the invited to contribute to the capital. limited company, however, business activities cannot be started immediately For a after registration. It has to obtain a Certificate of Commencement of Business from the Registrar of Companies for which a number of additional steps have to be taken by the promoters. They are as follows 1 Preparation and registration of Prospectus or a Statement in lieu of Prospectus: After the company has been incorporated, it is necessary for the directors to raise fixed amount are decided to be necessary capital for the company. Generally, issued to the public to raise the amount of capital required. The document which is prepared to invite the public to subscribe to the shares of the company is known as Prospectus. In fact, the prospectus includes all such information about the company which may be of interest to the people who are likely to subscribe to the capital. The content of the prospectus have been specified in the Companies Act, so that the promoters may not suppress anything or mislead the public. A copy of the prospectus is required to be filed with the Registrar for registration before it is issued to the public.

A private limited company does not have to issue a prospectus to raise its capital since it is not permitted under law to invite the public to subscribe to its shares. However, it is not even for a public limited company to issue prospectus unless it decides to approach the public for raising its capital. If the promoters decide not to approach the public for raising the necessary capital but to arrange subscription of capital by their friends or relatives or through underwriters, it is not necessary for them to issue a pf Prospectus must be filed with the prospectus. In that case, a Statement in Registrar. The contents of such a statement are virtually the same as those of a Prospectus. The Statement must be signed by all the directors of the company and filed with the Registrar.

2 Subscription and Allotment of Shares: If public offer for sale of shares and debentures exceeds Rs. 1 crore, the company must obtain the permission of the Controller of Capital Issues, New Delhi. After obtaining such permission and the registration of prospectus with the Registrar, the company can invite public to subscribe to its shares. The companies usually appoint brokers through whom they approach the public for The brokers issue prospectus and application forms to the prospective investors. The company also appoints some banks who receive the applications from the public along with the application money and credit the amount to company's account specially opened for the purpose. After the issue is closed, the Board of Directors decide the basis of allotment in consultation with the stock exchange authorities and a formal resolution for allotment. On the basis of the resolution the Secretary of the company issues letters of allotment to the subscribers. If the subscription exceeds the amount of capital to be raised, the excess is refunded to the subscribers After the allotment exercise is over, the Secretary submits a Return of Allotment to the Registrar of Companies.

Basic Concepts and Forms of Business Organisatiun

One of the important conditions to be fulfilled a public limited company the Certificate of Commencement of Business is that it must have received applications for the minimum subscription as indicated in the prospectus. Minimum subscription is defined as the minimum amount which in the opinion directors (or the signatories to the must be raised by issue of meet the following expenses : price of any property bought or proceeds of the share issue;

which is to be paid out

ii) preliminary expenses; iii) repayment of money borrowed in respect of the above matters; iv) working capital required; and V)

any other payment that may be

amount of capital subscribed by the public is less than the minimum company could not obtain minimum subscription within 120 days of the prospectus, all money received from the applicants have to be refunded and'no can be done.

3 Declaration Compliance: When all the formalities in respect of the public issue been completed, the company will have to file a statement with the following declarations with the Registrar : shares payable in cash have been allotted up to the of minimum subscription as stated in the prospectus. ii) That every director has paid in cash the application and allotment money on his shares in the same proportion as That no money is liable to become refundable the applicants by reason of failure to apply for permission for shares and debentures to be dealt in on any stock exchange. iv) The statutory declaration by the Secretary or one of requirements have been complied with.

directors that the above

A company which has not issued a prospectus can submit the the statement in lieu of prospectus has been filed and conditions have been fulfilled. A private limited is not required to submit any declaration, as it is permitted to commence business, immediately after incorporation of the company.

will all these documents if satisfied, he The Registrar of 'Certificate of Commencement of Business'. After this, the company is entitled commence business and borrow money from the date of issue of the certificate.

issue

eye view of the procedure involved in the formation of Look at Figure 4.1. It gives a private and public limited companies.

Business Promotion

4.1 Stages in Company Promotion

Promoter's Decision

Private Company

Company

I I

of Directors

I I I

to and pay for Qualification Shares

Consent of Controller of Capital Issues

I I I

of List

I I I I I

Print Memorandum Association

I I I I I

Selection of Name

Declaration Compliance with legal requirements

File Application for Registration

Certificate by

I I I

Incorporation

I I

Appoint of

I I I I

Prospectus or Statement in lieu of Prospectus

Registration of Prospectus Issue of Prospectus Subscription

Allotment of Shnres

Declaration of with of of Business by the Registrar

Business

Basic Concepts and Forms of Business Organisation

Check Your Progress 1 Answer the following by putting 'Yes' or 'No' against Does a partnership partners?

question.

have legal existence apart from its

.......... ..........

ii) Is registration of firm compulsory? iii) Is any legal formality required to launch a sole

concern?

iv) Is it necessary for every public company to prepare its own Articles of Association? v) Can a private limited company commence business after receiving Certificate of Incorporation?

Is it necessary for every public limited company to issue a prospectus?

.......... ........ ..........

2 Fill in the blanks. more persons who undertake to bring a company into existence are known

..........

The official appointed by the Government for the registration of companies is known as. The Memorandum of Associationshould mention the . . . . . . . . . . where the registered office of the company is to be located. persons must subscribe to the Memorandum of Association of iv) At least. public limited company. of the

v) The Articles of Association are the rules and regulations for. company. vi) The name of a public limited company should end with the word List the documents to be filled for

of a company.

4. State whether the following statements are 'True' or 'False'.

Prospectus is a document containing an invitation to public to subscribe to the shares or debentures of a company.,True False

ii) It is compulsory for every public limited company to issue a prospectus. True

False

iii) Prospectus can be issued to the public only after it has been registered. True

False

iv) The contents of the statement in lieu of prospectus are prospectus. True False

the same as those of

If minimum subscription is not received, all application money has to be refunded. False

4.4.4 Cooperative Society We have so far discussed the promotion of business organisations of three types: concerns, partnership and companies, There is another form of organisation which is quite common these days, cooperative society. A cooperative society is a form of organisation wherein persons voluntarily associate together on the basis of equality, They pool their resources and work together. They undertake production or distribution of goods and services with the motive of mutual benefit rather than profit.

Business Promotion

You know that at least ten persons are required to form a cooperative society. Every

. cooperative society must register itself with the Registrar of Cooperative Societies,

appointed by the Government under the Cooperative Societies Act. The promoters of a Cooperative Society have to take the following steps to get it registered : I

Make an application to the Registrar of Cooperative Societies stating in it the name of the proposed society, its objects, and particulars about its share capital.

Prepare the Bye-laws ( rules and regulations)of the Society (similar to the Articles of Association of a Company) to be submitted along with the application for registration of the society. ..

3 The application and the Bye-laws have to be signed by the promoters. the objects and bye-laws and, if he is satisfied, issues a 'Certificate The Registrar of Registration'. The name of the society is entered in the Register of Cooperatives. Thereafter, the society becomes a separate legal entity just like a company. It can acquire assets in its own name, enrol new members, and engage in its business activities. Thus, the promotion of a cooperative does not require many legal formalities to be complied with. The promoters can set up a cooperative society with 'Limited' liability its members. But it can be registered only if its object is to serve the economic interest of its members through mutual help. There is no maximum limit fixed as regards the number of members for the cooperative society. Its shares are not transferable.Since, the policy of Government is to encourage development of cooperative organisations, certain concessions are given to cooperative societies, such as exemption from registration fee and stamp duty, income tax, etc. .

4.5 LET US SUM UP .

Entrepreneur is a person who undertakes the risk of starting and managing a business by bringing together necessary resources. He conceives the idea of starting an enterprise and everything required to set up explores the prospects of starting a new enterprise. He a business unit funds, land, people, machinery. The entrepreneur retains strong values of of independence and is motivated to work harder than the most people. He is not future He is always optimistic in outlook and dynamic in taking decisions. He always tries to introduce something different from others in his venture. Innovation and bearing are the two basic elements of entrepreneurship. Promoters can be divided into professional promoters, promoters, entrepreneurial promoters, institutional promoters and Government. Entrepreneur decides the form of business ownership and takes necessary steps in launching The formalities required to start an enterprise are different for different organisations. The promotion of a sole trading concern does not involve many legal formalities. The same thing is true of a partnership firm. The registration of firm is not compulsory it is considered desirable because otherwise it suffers from certain disabilities. Promotion of a joint-stock company involves a number of legal formalities. It must be registered with the Registrar of Companies. After a name for the proposed company and getting it approved by the Government, the promoter has to arrange the preparation and printing of the Memorandum of Association and Articles of Association for Then he files an application submitting these two documents, a list and the the consent of directors and a statutory declaration to the effect that all formalities have complied with. He also pays the registration fee. If everything is in order, the Registrar a Certificate of Incorporation. A private limited can commence business as soon as it receives this certificate. But a public limited company cannot start its business until it gets the Certificate of Commencement of Business. For this again the company has of formalities including issue of prospectus, raising the capital, to comply with a submitting returns of allotment and a statutory declaration that all conditions have been duly satisfied. A cooperative soc'iety is also a corporate body and involves certain legal formalities before it is registered by the Registrar of Cooperative Societies. But as compared with a company the procedure for its registration is much simpler.

Basic Concepts Business

Forms of

WORDS

4.6

Articles of Association: A of rules and regulations for internal management of the company. Certificate of Incorporation: Certificate issued by the Registrar of Companies showing that the company has been duly registered. The date mentioned in the certificate will be taken as the date of birth of the company. Entrepreneur: One who takes the risk of starting and managing business. Entrepreneurship: The process of giving birth to a new business enterprise. Innovation: Doing something different or introducing something new from others in the business. Memorandum of Association: A document defining its constitution and objects. It lays down the fundamental conditions upon which the company is allowed to be formed. Promoter: One who undertakes to form a company with reference to a given project and to get it going, takes the necessary steps to accomplish that purpose. Promotion: Discovery of business opportunities subsequent organisation of funds, property ability into a business concern for the purpose of making therefrom. Prospectus: An invitation issued to the public to subscribe to shares or debentures of the company giving full information about the company. document submitted in place of prospectus if the Statement in lieu of company decides not to approach the public for raising the capital.

4.7 SOME USEFUL BOOKS Burch, John G., 1986, Entrepreneurship, John and Part V, Chapter 12). , R.A., Entrepreneurial Publications: New Delhi. (Chapters

Sons: New York (Part-111,Chapter 5 Inter-India

in Indian

Shukla, M.C., 1983, Business Organisation and Management, S. Chand Delhi. (Chapters 3-5)

Company: New

Ghosh, Prasanta K., 1986, Company Secretarial (Chapter 3-5)

Sons: New Delhi.

Sultan Chand

. Bhushan, Y.K. and G.L. Tayal, 1984, Business Sons: New Delhi. (Chapters

4.8 ANSWERS A

True 2

Management, Sultan Chand

10)

YOUR PROGRESS

True (iii) True (iv) True (v) False (vi) True (vii) False (viii) False

Entrepreneur (ii) Not an entrepreneur (iii) Entrepreneur (iv) Entrepreneur (v) Entrepreneur (i) True (ii) False (iii) True (iv) False (v) True (vi) True No

No (iii) No (iv) No

Yes (vi) No

(i) Promoters(ii) Registrar of Companies

(iii) Name of state (iv) Seven (v) Internal Management 4

True

False

True (iv) True (v) True

Limited

4.9 TERMINAL QUESTIONS What do you understand by the characteristics of an entrepreneur.

'entrepreneurship'? State the important

Explain 'innovation' and 'risk-bearing' in about 100 words each.

Briefly describe the role of an entrepreneur in business promotion. How does an entrepreneur differ from a promoter?

a) No formality is required to launch a sole proprietory concern. Does it mean that the sole proprietor cannot be compelled to pay his business debts?

List the documents must be filed for the registration of a company. Explain briefly the importance of Memorandum and Articles of Association.

Can a public company commence business immediately after its incorporation? If not, what else has to be done before it can commence business.

Write notes on the following :

b) Registration of firms is not compulsory, but it is considered desirable. Why?

b) Statement in lieu of Prospectus Minimum subscription d ) Registration of a cooperative society

Note : These questions will help you the unit better. Try to write answers for them. But do not send your answers to the University. These your practice only.

Business Promotion

METHODS OF RAISING FINANCE Structure 5.0 5.1 5.2 5.3

Objectives Introduction Need for and Importance of Finance Types of Financial Needs 5.3.1 5.3.2

Fixed Capital and Working Capital Long-term Capital and Short-term Capital

5.4 Capital Structure 5.4.1 5.4.2 5.4.3 5.4.4

Capital Borrowed Capital What is Capital Structure'? Factors Determining the Capital Structure

5.5.1

Issue of Shares Issue of Debentures Loans from Financial Institutions Loans from Commercial

5.5

of Raising Capital 5.5.3 5.5.4 5.5.5 5.5.7

5.5.10

5.6 5.7 5.8 5.9 5.10

Retention of Profits Trade Credit Factoring Discounting Bills of Exchange Bank Overdraft and Cash Credit

Let Us Sum U p Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

5.0 'OBJECTIVES After going through this unit, you will be able to: explain need for finance classify types of needs distinguish between ownership capital and borrowed capital explain the concept of capital structure and identify factors determining it describe different methods of raising finance evaluate the advantages and limitations of methods of raising finance

. .

5.1 INTRODUCTION In Unit 4 you have learnt about various steps taken by promoters before setting up any business venture. One the important steps is of arrangement of finance for the business. No one can start a business unless adequate capital is available. In this unit you will learn why finance is needed, what the sources of finance are and methods of raising finance to meet capital requirements of the business.

5.2 NEED FOR AND IMPORTANCE OF FINANCE We all know that every business activity requires money to run it. Take the case of manufacturers. must have a place to produce goods. They must buy machinery and raw materials, engage workers and managers, pay for electricity and water supply, and incur expenses for delivery of goods to their customers. Similarly, take to keep them. They the case of traders. They must buy goods and have to arrange for the delivery of the goods to their customers. They must employ people for loading and unloading of goods, for keeping accounts as well as for bill Take another example of goods transportation business, transporters

UNIT

SOURCES OF LONG-TERM FINANCE AND UNDERWRITING

Structure Objectives 6.1 Introduction 6.2 Nature and Importance of Long-term Finance 6.3 Sources of Long-term Finance 6.3.1 Capital Market Special Financial institutions 6.3.3 Leasing Companies 6.3.4 Foreign Sources 6.3.5 Retained Profits

6.4 6.5 6.6 6.7 6.8 6.9

Underwriting Let Us Sum U p Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

6.0 OBJECTIVES After going through this Unit you will be able to': explain the nature and significance of long-term finance identify the various sources of long-term finance define underwriting explain the importance and limitations of underwriting recognise the legal restrictions on underwriting

6.1 INTRODUCTION In Unit 5 you have learnt about the nature of financial needs of business and various methods of raising finance. You have also noted the distinction between long-term, medium-term and short-term finance. In this unit we shall examine in detail the nature and importance of long-term finance and the sources through which long-term finance may be raised by companies. We shall further discuss what meant by underwriting, in what way it helps long-term financing, and the role of different agencies which undertake this function.

6.2 NATURE AND IMPORTANCE OF LONG-TERM ,

FINANCE

You know every business requires some amount of money for investment in fixed assets besides the money required for day 'to day operations. types of fixed nature of business. assets required for business activities depends mainly upon For example, the fixed assets required by manufacturing companies generally A trading company, include land and buildings, plant and machinery, on the other hand, may require'a office-building, furniture and fixtures, is naturally more in the etc. The proportion of capital to be invested in fixed case of manufacturing companies than trading Fixed assets are long-lived assets and, therefore, investment can be made only with finance funds which not have to be returned within five years. Actually, the useful life of assets like machinery and equipment, fixtures, maybe 5 to 10 years. It may be as as 50 years in-the case steel in the case of buildings. Hence, long-term finance is defined as plant, and profits earned on finance required for a period of five years or more. As a

Financing of Business

long-term investment in fixed assets invariably extend over a long period in the future. In other words, long-term finance is associated with long-term the investment. Since the future is always uncertain, long-term finance must be invested with care and estimation of the future prospects of business. Particularly, in plant and machinery requires careful consideration of the possibility of changes in production techniques which may necessitate replacement of the existing plant'. Another implication of long-term investment is that decisions once made cannot be reversed at short intervals. For example, if a company has installed plant and machinery with a production capacity of 10 lakh tonnes of cement per year, it cannot reduce the size of the plant just because there is a decline in the demand for cement. Moreover, it may be economical and profitable to instal plant and machinery with large production capacity involving a correspondingly heavy investment. This is true of certain industries like iron and steel, cement, basic chemicals, engineering goods, large scale production always leads to lower cost of production etc. Even per unit. T h e importance of long-term finance, therefore, lies in its necessity for investment in fixed assets which is essential particularly for manufacturing activities. A t the same finance involves long-term commitment of funds which cannot be time, withdrawn at short notice. And larger the business greater is the need for long-term finance., .

check Your Progress A 1. Fill in the blanks.

Long-term finance is required for investment in ........... The need for long-term finance is relatively more in ,case of ... ... .... companies than in ...... .... companies. Long-term investment decisions cannot be . ..... at short notice. iv) Funds invested in fixed assets cannot be ....... ... within a short period. i)

2. Which of the following statements are True and which are False? i) Long-term finance isgenerally required for a period of 20 years or more. ii) Fixed assets are long-lived assets. iii) Plant and machinery once installed must be used continuously till the same are completely worn out. iv) Long-term finance is required in all types of business activities manufacturing, trading as well as transport business. v) The amount of long-term investment required depends upon the nature and size of the business-unit. * - -

6.3 SOURCES

FINANCE

Funds required for investment in fixed assets'are mainly provided by the in the case of business. Friends and relatives of the proprietor o r partners may also make long-term investment in the business on the personal security of the promoters. However, if large amounts of funds are required for any business venture, the promoters generally set up a company. This is because in the case of a company, there is greater scope of raising finance from different sources. Generally speaking', long-term finance may be raised by companies from , one or more of the following sources:

1 Capital market which consists of individual investors, financial institutions and investment companies 2 Special financial institutions consisting of development banks and institutional investors 3 Leasing companies . . 4 Foreign sources 5 Retained profits Let us examine how long-term finance may be procured from these sources.

6.3.1 Capital Market meaning of capital market is not the same as or similar to that of a market place goods are bought and sold. Capital market actually denotes the arrangements whereby transactions of money capital (not capital goods) are facilitated. In other words, transactions involving procurement of funds and supply of funds which take place among individuals and various organisations may be regarded as the capital market. Thus, the capital market is not located in a particular place. Nor there are fixed categories of investors and dealers in the capital market, that is, those who supply funds and those who procure funds for investment. may have heard o r read about another type of market in connection with business finance, known as the money market. Money market refers to transactions involving borrowing and lending of money for short periods for which again there is not definite place set aside in a town. Thus, we can say that money market is the market for short-term funds. Sometimes the term 'money market' is used in a broad sense to include the markets market refers for short-term as well as long-term funds. Strictly speaking, only to the market for short-term funds. This distinction helps us in understanding the nature of money transactions which take place for financing business activities. But there is a close relation between the capital market and the money market. The the markets. Companies borrow money for same institutions often deal in capital purposes. Many financial institutions lend money for short periods as also long periods. Apart from having common links, the two markets are mutually interdependent. T h e relative demand and supply of funds in the two markets are determined by changes in the rates of interest o n short-term funds compared to the expected yield on long-term funds. Thus, if there is increase in interest rate in the money market, one expects a n increase in demand for funds in the capital market. O r , a rise in the expected yield in the capital market may lead to a rise in demand for funds in the money market. You have learnt that transactions involving the procurement and supply of long-term funds take place in the capital market. You also know companies raise funds by issuing shares and debentures of types. and institutions which contribute to the capital of a company become its shareholders. They a r e also known as members of the company. Share certificates are to them by the company bearing the company's seal and Similarly, indicating the number of shares allotted to the holders of the debentures are issued by companies t o raise long-term loans. Debenture are subscribe t o the loans. issued to those When long-term capital is initially raised by new companies o r by existing companies by issuing additional shares o r debentures, transactions are said to have taken place in the market for new capital. Those who deal in newly floated shares o r debentures of companies become a part of the capital market known as the market for new capital or New Issue Market. 'As you know, shares and debentures issued by public limited companies are freely transferable. Buying and selling of shares and take place in another type of market, debentures already issued by known as the stock exchange, which is also a part of the capital market. You will learn in detail about stock exchanges in Unit 7. T h e New Issue Market for raising capital consists of arrangements facilitate the procurement of long-term finance companies issuing shares and debentures. Shares are issued by companies before the commencement of business and, if subsequently for expansion of business. Before shares issued, the directors of the company have to decide on the following matters: the amount of of shares (preference capital which is to be raised by issue of shares, the will be issued, and the time issuing shares. shares, equity shares, or both) company can raise share capital exceeding the amount of authorised capital mentioned in the Memorandum of Association. What of the authorised capital should'be raised initially o r at any other point of time depends upon the purpose for which funds are needed and the alternative sources of raising capital which may be available (like borrowing, for instance). Next, the directors must decide the type or types of shares to be issued. If both equity and preference shares are to be issued,

Sources of Long Finance And Underwriting

Financing of Business

decisions have to be made as to the in which they will be issued, the number and the face value of shares in each category and the rate of dividend on preference shares. The relative attractiveness of equity shares and preference shares is generally taken into account while deciding the above matters. The time of issue is decided by the directors taking into account the likely demand for shares in the and capital market, the investors' mood, government policies with regard t o credit control and taxation, as well as the prevailing business conditions. If it is desired that the shares to be issued should be listed in the stock exchange for official the directors must fulfil the conditions for that purpose. Sometimes, the directors of a company along with their friends and relatives agree to take up a certain proportion of the shares. Similarly, the promoters may privately negotiate with Non-Resident Indians (Indians living abroad) and financial institutions to raise a part of the share capital. The arrangement whereby shares are, thus, decided to be allotted is known as private placement of shares. A t the same time, the general public may be invited to subscribe to the share capital through advertisement and issue of prospectus. This is known as public issue of shares. Where a company decides to issue additional shares at any time after two years of its it is formation or after one year of the first allotment of shares, whichever is required under law that such shares must be first offered to the existing shareholders of the company. If the offer is declined by the existing shareholders, only then the shares can be issued to the public. Such an issue is called issue' and these shares are known as 'right shares'. Besides issuing shares, most companies also raise long-term loans by issuing debentures to the public. A public company can simultaneously issue shares and debentures immediately after its incorporation. The company's indebtedness is acknowledged in the debenture bonds issued to the subscribers. The terms and conditions relating to the issue are also specified in the debenture bond. Debentures are usually repayable after a specified period and carry a fixed rate of interest payable at regular intervals. The company creates a mortgage or charge on its assets to secure the issue of debentures. Although debentures are usually repayable after a fixed period, companies may also issue debentures which are convertible into equity shares after a certain period. Such debentures are known as 'convertible debentures'. The issue of convertible debentures by a company, which has bright prospects, makes it more attractive for investors. The reason is that, investors as debenture holders enjoy a fixed interest income during the initial stage and, later on, as equity become entitled to share in the prosperity of the company through high dividend income as well as increase in share prices. However, approval of the Central Government is required where the holders of debentures are given the option to convert or not to convert the debentures into shares. . Control of ensure that investment made by companies are in accordance with the national development plans, and not used for wasteful . purposes, Government controls the issues of shares and debentures under the Capital Issues (Control) Act, 1947. Let us study the main points in this connection.

I A company making public offer of shares and debentures must obtain the consent of the Controller of Capital Issues if the amount to be raised a period of 12 months exceeds Rs. one crore. But public limited companies issuing shares debentures) are exempt from seeking consent provided the following are Fulfilled:

a) The amount of debt (borrowings) of the company does not exceed twice that the owners' investment (in the form of share capital and retained profits) the debt to equity ratio does not exceed 2:1. b) The amount (owners' investment) is less than three times that of preference share capital the equity-preference ratio is less c) The rate of dividend on preference shares and on debentures do not exceed the maximum limit fixed from time to time by the Controller. shares issued to the public are eligible for being quoted on a d) recognised stock exchange.

Companies making fresh issue of shares (not debentures) are to file a statement of proposals for capital issue with the Controller at least 30 days before the date of proposed offer of shares. The companies must also obtain a letter of acknowledgement from the Controller before making the public offer and make a statement to that effect in the prospectus or statement in lieu of prospectus. Loans by companies from financial institutions do not require the Controller's approval. Private limited companies are also subject to control over their capital issues if more than 20% of the amount is subscribed by one or more public limited companies, and the amount of capital issue involved exceeds Rs, one crore during a period of 12 months. Companies must seek the consent of the Controller of Capital Issues for issue of debentures to the public.

6 The amount of debenture issue for working capital purposes is of the gross current assets, loans and advances. For long-term the amount will he considered on the basis of approval of the financial institutions or

to cxceed 20% projects, of finance by

debt-equity ratio, including the proposed issue, must not cxceed But this requirement be relaxed in the case of industries like fertilisers, petrochemicals, cement, paper, shipping, which require heavy investments. The debentures prescribed from

carry rate of interest not exceeding the rate to time by the Controller.

Normally shall not be redeemable before the expiry of of the debentures from seven years. A company may have the option of fifth to the ninth year the date of issue in a way period of redemption continues to be seven years. investors holding debentures of the face value of Rs. 5,000 or less must be paid in one instalment. Your Progress 1 Which of the following statements are True and which are False?

i) ii) iii) iv) v) vi)

from different sources. Companies can raise long-term Public limited companies cannot issue shares and simultaneously. There is no difference between the money market and capital rnarkct. The new Issue Market is a part of the capital markct. If additional are issued by a company within two years its formation, the shares must be offered only to the existing shareholders. All companies offering shares or tlebentures to the public must obtain the consent of the Controller of Capital Issues. The maximum of dividend which be paid on shares is notified from time to by the Debentures are permitted to be issued provided the debt-equity ratio does not exceed 2:1.

2 Fill in the blanks. Loans raised by public limited companies financial institutions do not require the of funds are raised from money and ......... funds from the capital market. Debentures are not normally the years. Dehentures which can be exchanged for shares after a period are known as When directors or their and financial institutions to subscribe to a part of the share arc arrangement is known as of shares. A public company can issue shares debentures its

Sources of Long Term Finance And Underwriting

Financing of Business

3 Match the items in column A with those in column B. Column A New Issue Market Issue of debentures 3) Right shares Capital market 5) Debt-equity ratio Equity-preference ratio

Column B i)

Existing shareholders

iii) Fresh issue of and debentures iv) v) Long-term funds vi) Mortgage or charge on assets

6.3.2 Special Financial Institutions After independence a large number of financial institutions have been established in India with the primary objective of providing long-term financial assistance to industrial enterprises. Some of these institutions have been set up on the initiative of the Central Government, while others have been set up in different states on the initiative of the concerned State Governments. Thus there are all-India institutions like Industrial Finance Corporation of India (IFCI), Industrial Credit and Investment Corporation of India (ICICT), Industrial Development Bank of India (IDBI), and Industrial Reconstruction Corporation of India (IRCI). They mainly provide long-term finance for large companies. On the other hand, at the state level there are and Industrial Development Corporations State Financial Corporations These state level institutions mainly provide long-term finance to relatively smaller companies. These institutions (both national level and state level) are known as 'Development Banks' because their main objective is to provide financial assistance to industrial enterprises for investment projects, expansion or modernisation of plants in accordance with the priorities laid down in the Five Year Plans. Besides the development banks, there are several other institutions known as investment companies or investment trusts which subscribe to the shares and debentures offered to the public by companies. For example, the Life Insurance Corporation of India (LIC), General Insurance Corporation of India (GIC), the Unit Trust of India (UTI), etc., come under this category. A brief account of the functions of some of these institutions is given in a subsequent section. Now let us discuss about the functions of some of the major development banks and investment companies. Development Banks 1 Industrial Finance Corporation of India (IFCI): This was set up in 1948 under the Industrial Finance Corporation Act, 1948. Its primary objective is to provide finance to large-scale industrial concerns long-term and . when bank loans were not suitable or funds could not be raised from the capital market by issue of shares. The IFCI deals only with industrial enterprises registered as limited companies or cooperative societies. Non-manufacturing concerns, private limited companies, partnership or sole traders cannot get assistance from this institution. It considers loan applications for amounts in excess of Rs. 30 lakh. provides financial assistance for long-term investment in new industries or expansion or diversification of existing activities, or moderqisation and renovation of plant and equipment. The IFCI can grant loans or subscribe t o issued by companies repayable in not more than 25 years. It can also guarantee loans raised from other sources or debentures issued to the public. Further, companies can secure loans in foreign currency from the IFCI or get such loans guaranteed by the Corporation. IFCI takes up the underwriting of the public issue of shares and debentures by companies. You will learn in detail about 'underwriting' of shares and debentures later in this unit.

2 Industrial Credit and Corporation of India It was incorporated under the Indian Companies Act in 1955. It provides financial assistance t o companies in two ways: i) by providing long-term loans for a period 15 years, and by subscribing to the shares and debentures issued by companies. However, proprietory and partnership concerns are also entitled to secure loans

the ICICI. Loans are granted against proper securities. Like the IFCI, the besides ICICI also guarantees loans raised by companies from other underwriting the issue of shares and debentures by companies. Foreign Currency Loans can also be secured by companies from the ICICI. Industrial Development Bank of India (IDBI): This was set up by Government of in 1964 and is a subsidiary of the Reserve Bank of India. It seeks to cover gaps left by the various institutions in the field of industrial finance. The IDBI provide financial assistance to all types of industrial enterprises which are registered under the Companies Act or any other law. There is no restriction on the types of finance and the amount of funds that may bc available from this institution. It has the unique role of not only providing financial assistance directly to industrial units, but also to refinance loans granted by other financial institutions. Further, it is required to the functions of all development banks, scheduled commercial banks and state cooperative banks as regards industrial financing. Thus, the functions of IDBI include the following:

It refinances (a) term-loans to industrial concerns granted by IFCI and other loans repayable financial institutions repayable between 3 and 25 years; between 3 and years given by scheduled banks or state cooperative banks; (c) export credit granted by specified financial institutions maturing between 6 months and 10 years. ii) It subscribes directly to the issue of shares and debentures made by industrial concerns. iii) It grants loans and advances to companies repayable between to 10 years. iv) It guarantees loans raised by industrial concerns from the capital market or scheduled banks. v) It accepts, discounts and rediscounts commercial bills of exchange and promissory notes of industrial enterprises. vi) It undertakes underwriting of the public issue of shares and debentures made by companies. vii) To meet the financial requirements of large enterprises, the IDBI also arranges joint financing by two or more financial institutions, particularly when the amount and the risk involved to be too heavy for any single institution to bear alone. 4 State Financial Corporations (SFCs): These institutions are set up in different states by the respective state governments the provisions the State Financial Corporation Act, 1951. All types of enterprises proprietory and partnership concerns as well as limited companies - can seek financial from the SFCs. The primary objective of these corporations is to accelerate the pace of industrial development in their respective states. SFCs provide finances in the form of long-term loans or advances or through subscription of debenture issues repayable within 20 years. But the amount of loan o r advance granted to any enterprise is not to exceed 10% of the paid up capital of the SFC or Rs. 10 lakhs, whichever is less. Loans raised by industrial concerns from other sources and repayable within 20 years can be guaranteed by the SFCs. SFCs also take up underwriting public issue of shares and debentures made by companies. They cannot directly subscribe to the shares issued by companies. If shares are required to be taken up as a result of underwriting obligation, the same must be disposed of in the market within 7 years. Investment Institutions We have about another category of institutions known as 'investment corporations' or 'investment trusts' or 'investment companies' which These institutions the savings habit among provide long-term entrusted to individuals and households with an assurance that the amount of them would be invested in profitable channels and in earning adequate return for the savers. Investment Corporations: The most important investment corporations in India are: Insurance Corporation of India, and ii) General Insurance Corporation of

Sources of Long Term Finance And

Financing of Business

India. The Life Insurance Corporation of India (LIC) which undertakes life insurance business, guarantees payment of the amount of policy on the death of the insured person or on the expiry of a certain period. The amount of premium received from the policy-holders are invested by the LIC in different types of Government bonds, shares and debentures of public limited securities, companies, etc. Similarly, the General Insurance Corporation of India (GIC) invests its funds in Government securities, and shares and debentures of companies. A s you know, the GIC undertakes general insurance business including fire, marine, accident, burglary and so on. Thus, the LIC and GIC may be regarded as sources of long-term finance for industrial enterprises. Investment Companies: A number of investment companies registered under the Companies Act have been engaged in financing industrial concerns by subscribing to the shares and debentures of other companies. These investment companies issue their own shares and debentures to individuals, and borrow money from other institutions. The funds so raised are invested in the shares and debentures of other long term finance to industrial concerns, the companies. investment companies also underwrite the issue of shares and debentures of other companies. However, financing of industrial companies by the investment companies is regulated by law (the Companies Act). They can invest in the shares of another company 10% of the subscribed capital of that other company, and aggregate of investments made in all other companies should not exceed 30% of the subscribed capital of the investing company. Some of the well-known investment companies in India are: Investment Corporation of India Ltd., Sri Ram Investment Co. Ltd., Eastern Investment Ltd.. Shree Sun Investment and Trading Co. Ltd., Shree Rishav Investment Co. Ltd., etc. Investment Trusts: Another category investment institutions which provide long-term finance to companies is investment trusts. Investment trusts specifically refer to those investment companies which are established for the investment of funds obtained from individuals and institutions. The investors receive shares (or units) issued by the investment trusts. These investment trusts are also known as Unit Trusts. The Unit Trust of India (UTI) is the largest organisation of this type in our country. The UTI was set up under the Unit Trust Act of 1962, and started its operation in 1964. Its initial capital was subscribed by the Reserve Bank of India, LIC, State Bank of India and other financial institutions. Let us try to understand the working of the UTI in more detail. Briefly speaking, the UTI invests its funds in shares and debentures of different companies. The securities (shares and debentures) are held in trust by the management. Based on the value of the securities, the management offers 'units' to the public. Each unit having a specified face value is a kind of certificate of in the 'unit scheme'. Individuals can buy and sell units at any time. The management receives interest and dividend on the debentures and shares held by them. The income so realised is distributed among the unit-holders in proportion to the value of their holdings. Thus, small savers find it convenient to buy units an assurance that the UTI will invest the savings in profitable companies, and give them a reasonable return by way of dividend on value of units. On the other hand, the funds of the are available to industrial enterprises. You will study the working of financial institutions in detail in another course.

Leasing Companies Manufacturing companies can secure long-term funds from leasing companies. For is whereby plant and machinery and fixed this purpose a lease assets may be purchased by the leasing company and allowed t o be used manufacturing concern for a specified period on payment of an annual rental. A t the end the period the manufacturing company (lessee) may have the option purchasing the asset at a reduced price. The ownership of the asset remains with the leasing company (lessor) during the lease period. T o meet its financial requirements, sell its existing fixed assets to a leasing company a manufacturing company may at the current market price on the condition that the leasing company the assets back to the seller for a specified period. Such an arrangement is known as 'sale lease back'. The company in this gets the fund

immediately without having to part with the physical possession of the assets. It , continues to use the assets on payment of periodical rent for the lease. In any type of

agreement, the lease rent includes an element of interest besides expenses and profits of the leasing company. Actually, the leasing company makes an investment of its own funds and must earn an income as a return on its investment through the lease rents.

6.3.4 Foreign Sources can also be collected from foreign sources which usually consist foreign collaborator, ii) international financial institutions, and non-resident Indians Foreign Collaborators: If approved by the Government of India, large companies may be able to secure long term finance on the basis of collaboration agreements with companies abroad. Foreign collaboration may, thus, enable Indian companies to secure equity capital from abroad through the subscription of foreign collaborator to their share capital, or by way of supply of technical knowledge, patents, drawings and designs of plants or supply of machinery. International Financial There are a number of international financial institutions which provide long-term funds for industrial development all over the them are: i) The World Bank, and world. The most important Finance Corporation. The World Bank grants loans for specific industrial projects of high priority included in the national development plan. The loans have to be guaranteed by the Government of India, and may be given directly to an industrial concern, or through a Government agency, or may be given to the IOBI for refinancing to companies. The International Finance Corporation (IFC) was established in 1956. It is an affiliate of the World Bank. As you know the World Bank grants loans only to governments of member-countries o r private enterprises with guarantee of the concerned government and it does not provide risk capital to enterprises in .member-countries. IFC was set up to assist the private undertakings without guarantee of the member-countries. It also provides them capital. IFC grants loans to industrial firms for a period of 8 to 10 years. Such loans do not require in Government guarantee. Industrial concerns with investment plans national plans can accordance with the priority laid down under the IFC. But corporation considers loan secure long-term loans applications involving large amounts of about $100,000 or more from having total assets of the value of at least $500,000. Non-resident Indians: Persons of Indian origin and nationality living abroad (Non-resident Indians) are also permitted to subscribe to the shares and debentures issued by companies in India. A or a controlled by a a maximum of 5 % of paid up equity capital of an non-resident can invest Indian company. New issues of shares or debentures by an industrial company can be subscribed by non-resident Indians to the extent of 40% of the new issue subject to a quantity ceiling of Rs. 40 lakh if the non-resident wants to have the option of sell the shares and debentures and get the amount repatriating the investment remitted abroad. exceptions are allowed in the case of priority industries like industrial machinery, scientific instruments, chemicals, drugs, export industry, hotels, etc.

6.3.5 Retained Profits

An important source of long-term finance for ongoing profitable companies is the amount of profit which is accumulated as general reserve from year to year. T o the profits are not distributed as dividend to the shareholders, the retained can be reinvested for expansion o r diversification of business activities. It be used for renovation of assets or of plant and equipment. It be interpreted that the existing shareholders provide the finance. Hence, the must decide reinvest profits only when the rate of return is comparable that of other similar Moreover, part of must be

Sources of Long Term Finance And Underwriting

Financing of Business

distributed as dividend keeping in mind shareholders' expectation and the effect of dividend rate on the market price of shares. Retained profit is a n internal source of finance. Hence it does not involve any cost of floatation which has to be incurred to raise finance from external sources. Further, the company does not have t o face the uncertainties of external financing. The only drawback of this source of long-term finance is that it depends on the availability of adequate profits for retention. Look at Figure 6.1. It shows various sources through which companies raise long-term finance. Check Your Progress C 1 Fill in the blanks with appropriate words.

i) ii)

iv) v)

bank. can seek loans from the IFCI which are repayable in not more years. than Long-term loans are granted by ICICI for a period ......... years. IDBI long-term loans granted t o companies by other development banks. The maximum amount of loan which a company can obtain any SFC is lakhs or of the paid up capital of whichever is Rs. less. IFCI is a

2 Which of the following statements are True and which are False? LIC is an investment trust. UTI can invest its funds in shares and debentures of companies. An industrial concern can raise long-term finance from an company 20% of its subscribed capital. iv) A partnership firm can get loans sanctioned by the IFCI. grant loans to companies as well as proprietory and partnership v) concerns. Units issued by UTI can be purchased any time by the public at face value. vii) Development banks are just like banks. viii) Companies can raise funds by issuing shares to investment companies. i)

3 Which of the following statements are True or False?

'Sale and lease back' is based on an agreement between leasing company and a manufacturing concern. Assets which are for sometime on lease must be invariably returned to the leasing company at the end of the lease period. Foreign companies can never subscribe t o the issue of shares in India. iv) The World Bank can give Ioans directly to an industrial firm without Government guarantee of its repayment. v) The International Finance Corporation grants loans for a period of twenty years. a vi) Non-resident Indians can subscribe to the new issue of shares maximum of 10% of the paid up equity capital of a company, vii) A company need not pay dividend out of profits if the whole amount of profit can be reinvested for the expansion of business to earn higher level profits.

6.4 UNDERWRITING We have already mentioned that development banks and financial institutions the issue of shares and debentures of public limited companies. Besides, investment trusts, stock-brokers. issue houses and other similar organisations also underwrite the public issue of shares and debentures. Those who underwrite security issues are known as Underwriters. Let us study in detail about underwriting.

6.1 : Sources of Long-term Finance

Sources

I Capital

Development

Exchanges)

GIC

Investment Companies

Retained Profits

International (Non-resident)

Investment Institutions

Investment. Corporations

Foreign Sources

Leasing Companies

Institutions

(New Issue

. Market)

Investment Trusts

of Business

What is Underwriting? prospectus inviting public subscription for shares and debentures, the promoters of a company generally whereb y public response promoters cannot be sure that the to the issue may be encouraging. Otherwise, shares or debentures would be fully or substantially subscribed by the public and ,necessary finance would be available. , when any existing company decides to raise additional finance by issuing shares or debentures, it has t o be reasonably sure that there is adequate response to the issue. o r directors of a company Underwriting refers to an agreement on the one hand, and an individual, o r institution (known as underwriter) on the other, whereby the latter agrees to up the whole or part of the shares or be subscribed by the public. In consideration of the debentures issued which may undertaking given by the underwriter, the company agrees t o pay a commission which is known as 'underwriting cornmission'. The commission agreed'upon is a percentage of the issue price the shares or debentures underwritten. Terms and Conditions of Underwriting is a written agreement the company and the underwriter known as the 'Underwriting Agreement' (or Contract). Usually the following aspects are in this agreement. number of shares or debentures are agreed to be underwritten. i) ii) A n undertaking by the underwriters t o take up such of the shares or debentures as are not subscribed by the public. iii) An undertaking by the company that the terms of issue given in the prospectus will not be changed without the consent of underwriters. iv) Authority of the underwriters to the company to allot them the balance of shares or debentures not taken up by the public. v) The rate of commission to be paid to the underwriters and the mode of payment. T h e commission is payable as a percentage of the issue price of all debentures even if the issue is fully subscribed by the public.

shares or

Sometimes the underwriters want to subscribe to a block of shares o r debentures even if the issue is fully subscribed by the public. This is known as 'firm offer'. A clause to that effect is then included in the underwriting agreement. Thereby the underwriters are assured of allotment of the block of shares o r debentures specified offer. for which they have made a Legal Regulations Regarding payment of underwriting commission, certain legal requirements, as prescribed under the Companies Act, must be fulfilled by the company. First, the payment of the commission must have been authorised by the Articles of Association of the company. Secondly, the commission agreed to be paid must not exceed 5% of the issue price of shares, and in the case of debentures it must not exceed 2.5% of the issue price. The amount or rate of commission agreed to be paid must be disclosed in the prospectus or statement in lieu of prospectus. T h e be paid out of capital or out of profits. commission

Advantages and Limitations of Underwriting T O the promoters of a coinpany the most important advantage of underwriting is that the funds required for the enterprise become available whether or not there is adequate public response to the issue of shares and debentures. T h e underwriters has to invariably enter into ensure the availability of finance. A various with different parties for purchase of fixed and other the of business. The promoters can confidently prqceed the preliminary steps after the underwriting agreement. They not response actual subscription t o the issue of shares and have to wait for the debentures. Thus, precious may be saved and business activities started o n a sound basis as a result of underwriting. Another advantage of underwriting is that the company gets the benefit of expert advice from the underwriters. Every underwriter, before entering into an

agreement, carefully examines the scheme of financing the business ventures by the company. The underwriter signs the contract only when the scheme sound. While examining the scheme, the underwriter may suggest improvements in the scheme and thus enable the company to avoid future setbacks. If a reputed has underwritten the issue of shares or debentures, it creates confidence in the public and helps the company to raise the necessary amount of finance from the public. Underwriters usually have working arrangement with brokers and agents who secure public subscription on behalf of the company and earn commission for their services. Thus, public response to the issue of shares and debentures is not restricted to any particular area but secured from different areas. Members of the public who intend to invest their savings are also benefited as a result of underwriting of shares and debentures offered by a company. It is expected that the underwriters must have fully satisfied themselves about the soundness of the issue before underwriting the same. Hence, an investor runs much less risk when he subscribes to the which has been underwritten than otherwise. The only disadvantage of underwriting is that it adds to the cost of raising finance. Thus, the rate of return on investment to be made with funds raised additional floating shares and must be sufficiently high so as to absorb that even debentures. But the significance of underwriting arrangement is well-established profitable companies cannot avoid while issuing additional shares or deberitures to the public. Smaller companies often find the cost involved quite heavy. Underwriting Agencies and Institutions We have stated before any individual, partnership firm, company or financial institution may become an underwriter. They may be regarded as underwriting development banks, commercial banks, agencies or institutions. In India, investment companies, investment trusts stock brokers (share brokers) engage in underwriting business. Some of the well-known underwriting agencies in India are given below.

1 banks 2 Investment Institutions 3 Commercial Banks 4 Others --

IFCI, IDBI, ICICI, LIC, GIC, UTI and Investment State Bank of India, Central Bank, Bank of India, Bank of etc. Stock brokers and financiers like the Firm of Place, Siddens and Gough, etc.

Check Your Progress Put a tick mark against the appropriate answer. a) Underwriting means

promise to buy shares. ii) promise to buy debentures. assuring public subscription to the issue of shares. iv) undertaking to subscribe to shares or debentures if public subscription is not adequate. b) Underwriting commission is payable as a percentage of the face value of ii) the market price of shares. by the public. iii) value of shares iv) issue price the shares offered to c) A company can pay underwriting commission

2% on shares underwritten, ii) 4 % on shares underwritten. 5 % on shares underwritten,

a maximum rate of

Sources o f Long Term Finance And Underwriting

Financing

Business

iv) 7.5% on shares underwritten. d ) Payment of underwriting commission must be authorised by

Board of Directors. Articles of Association. iiif Memorandum of Association. iv) Managing Director of the Company.

6.5 LET US SUM Investment in fixed assets can be made only with finance. The need for long-term finance is more in the case of manufacturing concerns. Public limited companies can raise long-term funds on a much larger scale than other forms of organisation. Companies can procure long-term finance from capital market, special financial institutions, leasing companies, foreign sources as also through retention of profits. Capital market denotes transactions involving procurement and supply of long-term funds which take place among individuals and institutions. Long-term capital which is raised by companies by issue of shares and debentures shares and debentures of also involves transactions. Dealings in such newly companies form a section of the capital market known as 'new issue market'. T h e arrangement whereby shares or debentures are decided to be allotted to friends and relatives of directors or promoters, o r through private negotiation with investors is known as 'private placement'. A company making public offer of shares and debentures must obtain prior consent of Controller of Capital Issues if the amount to be raised during one year exceeds Rs. one crore. But public limited companies issuing shares are exempt from satisfied. But companies must seek seeking consent provided certain conditions the consent of the Controller for issue of debentures to the public. Loans raised from financial institutions do not require the Controller's approval.

There are a number of special financial institutions at national level and state level IFCI, IRCI - which provide long-term financial assistance to business enter p rises. These institutions are known as development banks. Several other types of institutions known as 'investment companies' or 'investment trusts' also subscribe to the shares debentures issued by companies. development enterprises, also banks and investment institutions, besides giving loans to guarantee loans and underwrite shares and debentures issued by such companies. Assets may be acquired by companies under 'lease agreement' with any leasing company. Leasing companies invest funds in assets and charges rental from the user companies. Long-term finance is sometimes available to large industrial concerns through collaboration with foreign companies or from the World Bank o r International Finance Corporation, subject to the approval of the Government of India. Non-resident Indians can also subscribe to the shares and debentures issued by companies in India subject to certain restrictions. To the extent profits are not distributed as dividends, the retained amount becomes a source of long-term finance for companies. Underwriting of securities refers to an agreement between the promoters o r underwriter) whereby the latter agree directors of a company and another party to take up the or part of the shares or debentures issued not be subscribed by the public. The company agrees to pay commission at an agreed rate to the underwriter subject to the maximum rate laid down in the Companies Act. Companies are assured of the availability of finance by virtue of the underwriting agreement. Companies sometimes get the benefit of expert advice from the underwriters. Since the underwriters fully satisfy themselves about the soundness of the company which'is raising the capital, investors run less risk when they subscribe

to the issues which have been underwritten. The disadvantage of underwriting is that it adds to the cost of raising finance. In India, the development banks, commercial banks, investment companies as well as stock-brokers (share brokers) engage in underwriting business.

6.6 KEY WORDS Market: The transactions through which long-term funds are procured by companies and supplied by investors. This is the market for long-term capital. Convertible Debentures: Debentures issued initially to raise loans but subsequently convertible into equity shares.

Development Banks: Financial institutions which provide long and medium-term finance to entrepreneurs and organisations so that funds are invested in industrial ventures which are in conformity with national development plans, Investment Institutions: Financial institutions which promote the saving habits of people with an assurance that the savings entrusted to them would be invested in profitable channels and help in earning adequate return for the saving public. . Investment Trust: Investment company which raises funds from the public for investment in profitable securities against which its own shares (or units) are issued at any time at their underlying asset value. to the public which can be Money Market: Market for short-term capital involving borrowing and lending of money for short periods. New Issue Market: Arrangements which facilitate issue of shares and debentures by companies. Private Placement: Shares and debentures decided to be allotted through private negotiation before offering them for public subscription. Retained Profits: Amount of profits which is shareholders.

as dividend to

Special Financial Institutions: Financial institutions set up for long-term financial assistance to industrial enterprises. Underwriting: Agreement whereby the underwriter agrees to take up the shares or debentures issued by a company to the extent they are not subscribed by the public of a commission known as 'underwriting commission'. on

6.7 SOME USEFUL BOOKS Bhushan Y.K., 1987. Fundamentals of Business Organisation Management, Sultan Chand Sons: New Delhi. (Part Eight, chapters 2 3) Musselman, Vernon and John H. Jackson, 1985. Introduction to Modern Business, Prentice-Hall of India: New Delhi. (chapter 14) Ramesh M.S., 1985. Principles and Practice of Business Administration Management, Kalyani Publishers: New Delhi. (Volume chapters 15-17) and T.N. Chhabra, 1988. Business Organisation and Management, Kitab Singh, B Mahal: Allahabad. (Section Five, chapters 17-19).

6.8 ANSWERS TO CHECK YOUR PROGRESS A 1 2

fixed assets ii) public, private reversed iv) withdrawn False ii) True iii) False iv) True v) True True ii) False iii) False iv) True v) False False vii) True viii) True

Sources Term Finance And Underwriting

Financing of Business

2 i)

Controller of Capital Issues ii) Short-term, iii) seven convertible debentures v) placement vi)

3 i) iii ii) vi iii) v) ii vi) C

1 i)

iv) v

development ii) 25 iii) 15 iv) refinances v) 10, 10, SFC

2 i) False True iii) False iv) False v) True vi) True vii) True

3 i) True ii) False iv) False v) False vi) False vii) False a)

b) iv c)

6.9 TERMINAL QUESTIONS 1 Briefly explain the meaning of: (a) Money Market, (b) Capital Market. and (c) New Issue Market.

2 Mention the sources from which companies raise long-term finance. Distinguish between investment companies and investment trusts as sources of finance. 3 What is meant by private placement of shares? Is private placement possible for debentures also? 4 Is it compulsory to seek the consent of the Controller of Capital Issues before offering shares and debentures t o the public? What are the conditions to be fulfilled if a company wants to issue debentures to the 5 What do you understand by the term development bank? State the functions of two all-India development banks.

6 State briefly the functions of the Unit Trust of

7 What is a leasing company? How can a company secure long-term finance through a leasing company? What do you undetstand by 'sale and lease back'? 8 Write explanatory notes on the following; a ) Retained profits as a source of long-term finance. b) Foreign sources of long-term finance. . c) Restrictions on investment in shares by non-resident Indians, 9 What is meant by 'Underwriting' of shares and debentures? How does it help . companies in raising Iong-term finance? Discuss briefly the terms and conditions relating t o underwriting of shares and debentures.

10 A public company issuing debentures and shares has entered into an underwriting agreement with IFCI. The agreement covers the issue of equity shares of Rs. 10 each and 50,000 debentures of Rs. 100 each. Underwriting is payable a t the maximum rate allowed under the ,Companies Act, Public Subscription has been secured for 70,000 shares and 40,000 debentures. The balance of shares and debentures are taken up by the underwriters. Calculate the amount of underwriting commission to be paid.

Note: These questions will help you to understand the unit better. Try to write answers for them. But do not send your answers to the university. These are for your practice.

UNIT

STOCK EXCHANGES

Structure 7.0 7.1 7.2 7.3 7.4 7.5 7.6 7.7 7.8 7.9 7.10

Objectives Introduction What is a Stock Exchange? Functions of Stock Exchanges Method of Trading on a Stock Exchange Types of Dealings in a Stock Exchange Some Important Terms Listing of Securities on a Stock Exchange Speculation and Stock Exchange Prices in a Stock Exchange Factors Advantages and Shortcomings 7.10.1 Advantages 7.10.2 Shortcomings

7.11 7.12 7.13 7.14 7.15 7.16

Regulation and Control of Stock Exchanges Let Us Sum U p Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

7.0 OBJECTIVES After studying this unit, you should be able to: explain the meaning and importance of stock exchange state the economic functions of stock exchanges explain the method of trading on a stock exchange describe the terms used and types of dealings at the stock exchanges describe the importance of listing explain the meaning of speculation identify the factors responsible for fluctuations in the prices of securities at the stock enumerate the advantages and shortcomings of stock exchanges appreciate the need to regulate and control stock exchanges explain the provisions of the Securities Contracts (Regulation) Act, 1956.

7.1 INTRODUCTION In Units 5 and 6 you have learnt about the need for capital and the sources of short-term and long-term finance. You also know companies raise capital by or debentures known as corporate securities. Like companies, the issuing alsp issue known as government central and state securities to raise funds from the public. So do various other authorities like Port Trusts, Municipalities and public undertakings. Most investors hold securities to earn income by way of interest o r dividend. But of them might decide to sell them either to meet their urgent financial needs or to reinvest those funds in some other securities with a promise of better income. Similarly, people with accumulated savings or the institutions having surplus funds may also like to invest their funds in various securites. If investor wants t o sell securities, he has t o find another person who is interested to buy. But it is to find ready buyers. Even if he finds one, the .buyer may take advantage of the seller's urgency to sell and offer a lower price. A 'similar problem may be faced by a buyer also. Buyer may not be able to find a ready seller. Even if he finds, the seller quote a high knowing the buyer's eagerness to invest. Thus, both buyers and sellers have problems of identifying each

of Business

2 i) Controller of Capital Issues ii) Short-terra, long-term iii) seven convertible debentures v) placement vi) incofporation

3 i) iii ii) vi iii) v) ii vi) 1 i)

iv) v

development ii) 25

iv) refinances v) 10, 10, SFC

2 i) False ii) True False iv) False v) True vi) True vii) False True

3 i) True False False iv) False v) False vi) False vii) False a) iv b) iv c)

d) ii

6.9 TERMINAL QUESTIONS Briefly explain the meaning of: (a) Money Market, (b) Capital Market. and (c) New Issue Market.

2 Mention the sources from which companies may raise long-term finance. investment companies and investment trusts as sources of Distinguish iong-term finance. 3 What is meant by private placement of shares? Is private placement possible debentures also?

4 Is it compulsory to seek the of the Controller of Capital Issues before offering shares and debentures to the public? What are the conditions to be fulfilled if a company wants to issue debentures to the public? 5 What do you understand by the term development bank? State two all-India development banks.

6 State briefly 7

functions of

functions of the Unit Trust of India.

is a leasing company? How can a company secure long-term finance through a leasing company? What do you undetstand by 'sale and lease back'?

8 Write explanatory notes on the following: a) Retained profits as a source of long-term finance. b) Foreign sources of long-term finance. by non-resident Indians. c) Restrictions on investment in

9 What is meant by 'Underwriting' of shares and debentures? How does it help . companies in raising long-term finance? Discuss briefly the terms and conditions relating to underwriting shares and debentures. 10 A public company issuing debentures and shares has entered into an underwriting agreement with IFCI. The agreement covers the issue of equity shares of Rs. 10 each and 50,000 debentures of Rs. 100 each. Underwriting commission is the Act. Public payable a t the maximum rate allowed Subscription has been secured 70,000 shares and The balance of shares and debentures are .taken up by the underwriters. Calculate the amount of underwriting commission to be paid.

Note: These questions will help you to understand the unit better. Try to write But do not send your answers to the university. These answers for are for your practice. .

UNIT 7 STOCK EXCHANGES Structure 7.0 7.1 7.2 7.3 7.4 7.5 7.6 7.7 7.8 7.9 7.10

Objectives Introduction What is a Stock Exchange? Functions of Stock Exchanges of Trading on a Stock Exchange Types of Dealings in a Stock Exchange Some Important Terms Listing of Securities on a Stock Exchange Speculation and Stock Exchange Factors Affecting Prices in a Stock Exchange Advantages and Shortcomings 7.10.1 Advantages 7.10.2 Shortcomings

7.11 7.12 7.13 7.14 7.15, 7.16

Regulation and Control of Stock Exchanges Let Us Sum U p Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

7.0 OBJECTIVES After studying this unit, you should be able to: explain the meaning and importance of stock exchange state the economic functions of stock exchanges explain the method of trading on a stock exchange describe the terms used and types of dealings at the stock exchanges describe the importance of listing explain the meaning of speculation identify the factors responsible for fluctuations in the prices of securities at the stock exchanges enumerate the advantages and shortcomings of stock exchanges appreciate the need to regulate and control stock exchanges explain the provisions of the Securities Contracts (Regulation) Act,

7.1 INTRODUCTION In Units 5 and 6 you have learnt about the need for capital and the sources of short-term and long-term finance. You also know that raise capital by issuing shares or debentures as corporate securities. Like companies, the issue known as government central and state securities to raise funds from the public. So do various other authorities like Port Trusts, Municipalities and public undertakings. Most investors hold securities to earn income by way of interest or dividend. But many of them might decide to sell them either to meet their urgent financial needs or to reinvest those funds in some other securities with a promise of better income. Similarly, people with accumulated savings or the institutions having surplus funds may also like to invest funds in various securites. If some investor wants to sell securities, he has to find another who is interested to buy. But it is to find ready buyers. Even if he finds one, the buyer may take advantage of the seller's urgency to sell and offer a lower price. A 'similar problem may be faced by a buyer also. Buyer may not be able to find a ready seller. Even if he finds, the seller may quote a high knowing the buyer's eagerness to invest, Thus, both buyers and sellers have problems of identifying each

Financing of Business

other and arriving at a mutually satisfactory price. It would be very convenient if buyers and sellers could meet at one place to solve their problem. The stock Stock exchange is an organisation which provides facilities exchange is such for the purchase and sale of existing securities. In this unit you will learn about the meaning of the stock exchange, its importance, the procedure of dealing at stock exchange, and regulation of stock exchanges in India.

7.2 WHAT IS A STOCK EXCHANGE ? If you break up the expression 'Stock Exchange', you get twa words: one is 'Stock' which means a part or fraction of the capital of a company, and the other is 'Exchange' which means a market for purchasing and selling. Thus, we can describe the stock exchange as a market or a place where different types of securities are bought and sold. It not only deals in shares and debentures but also in other types of securities issued by central, state and local governments as well as institutions like Unit Trust of India, Steel Authority of India, National Thermal Power Corporation, etc. Therefore, it is also called 'securities market' or 'securities exchange'. It is a secondary market of securities because only the securities already issued are allowed to be dealt with on the floor of a stock exchange. This market is open only to members, most of whom are brokers acting as agents of the buyers and sellers of shares, debentures and bonds. A stock exchange is generally organised as an association or a society or a company. The membership of the stock exchange is restricted to a certain number, and new members are admitted only when there are vacancies. Every member has to pay the prescribed fee. The Securities Contracts (Regulation) Act, 1956 has defined stock exchange as an 'association, organisation or body of individuals, whether incorporated or not, established for the purpose of assisting, regulating and controlling business of buying, selling and dealing in Securities'. According to Pyle, 'security exchanges are market places where securities that have investment o r been listed thereon may be bought and sold for

K.L. Garg has described the stock exchange as 'an association of persons engaged in the buying of stocks, bonds and shares for the public on commission and guided by certain rules and Based on the above discussion and definitions, we can identify the characteristics of stock exchange as follows:

1 Stock exchange is an organised market. 2 Securities (shares, debentures, bonds, etc.) issued by central, srate and local governments, municipalities, port trusts, public utility concerns, joint stock companies and public corporations are bought and sold on the floor of a stock exchange. 3 In a stock exchange, transactions take place between members or their authorised agents on behalf of the investors. 4 In a stock exchange all transactions are regulated by the rules and bye-laws of the concerned stock exchange. There are fourteen stock exchanges in India in different cities and towns viz., Bangalore, Bombay, Calcutta, Madras, Delhi, Ahmedabad, Hyderabad, Cochin, Kanpur, Pune, Ludhiana, Gauhati and Jaipur. They all function in accordance with the provisions of the Securities Contracts (Regulation) Act, 1956. Check Your progress A

1 Tick mark the

answers.

a) Stock Exchange is gold, silver and bullion. ii) commodities.

where there is buying and selling of

securities. iv) all the above. b)

traded in the stock exchanges are issued by i) joint stock companies. ii) central government. public trusts. iv) all the above.

c) The buyers on a stock exchange are i) government. ii) companies. iii) investors. none of the above.

2 Explain the meaning of a stock exchange.

7.3 FUNCTIONS OF STOCK EXCHANGES Stock exchange, being a part of financial market, plays a very important role in the economic development of the country. Let us now examine the functions of stock exchanges from the economic point of view. These functions may be enumerated as (a) primary functions, and (b) secondary functions, Primary functions 1 Marketabilityand price continuity: The stock exchange provides for easy marketability of securities as securities can be bought and sold conveniently on the floor of the stock exchange. Since transactions take place regularly, there is continuity in the dealings. Prices quoted are duly recorded and reported in the newspapers for the benefit of investing public. Besides, price fluctuations are also moderated because of the continuity of buying

2 Mobilising surplus savings: Stock exchange is an integral part of the capital market of a country. It is because through stock exchanges the savings from all parts of the country are made available to the industrial and commercial undertakings for meeting their financial requirements.

3 Barometer of economic and business conditions: The intensity of buying and selling of securities and the corresponding rise o r fall in the prices of securities reflect the investors' assessment of the economic conditions. Thus, during periods of economic and business prosperity prices of securities tend to rise. Conversely, prices tend to fall when there is economic stagnation or when business activities slow down as a result of depression in the markets. Indeed, change in security prices are known to be highly sensitive to changing economic, social and .political conditions. In the words of Alfred Marshall, the well known economist. stock exchanges are not merely the chief theatres of business transactions, they atmosphere of are also barometers which indicate the general conditions of business. Mobility of capital: Stock exchanges furnish an open and continuous market for securities. Savings invested in securities are converted into cash for reinvestment in other securities. Thus, stock exchanges provide mobility to capital and facilitate sound investment.

5 Contribution to capital formation: Savings are encouraged when people come to

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know about the avenues of investment. Stock markets educate investors as regards where and how to invest their savings for a fair return.

6 Shock absorber: Stock exchanges bring about equilibrium in the prices of securities bought and sold by speculators. Speculators generally buy securities in anticipation of rise in the prices. As a result of their buying, prices do not decline as low as might have been the case without their buying. Again when prices speculators sell securities in anticipation of decline in the prices. Their selling prevents price rising too high. Thus, speculative activities regulate excessive price fluctuations. 7 Sifting process: Investors generally prefer to invest their savings after proper of the relative risks and returns associated with different securities. The comparative advantages and disadvantages of in various types of securities may be grasped by investors from the dealings which place on the stock exchanges. Hence they can pick and choose from among different securities investment decisions on a sound basis. and

8 Facilitates resource allocation: As a result of stock market transactions, funds flow from less profitable to more profitable enterprises. Thus the existence of stock exchange provides mobility of funds movement or flow of funds in the economy as a whole. Industries which have potentials of growth are able to attract the savings of people towards their ventures relatively more than those which have no such prospects. Thus, financial resources of the economy are allocated on a reasonable basis. It is said that "without the stock exchange, the savings of the community, the sinews of economic progress and productive efficiency, would be used much less completely and be much more wasteful, than they are now". Secondary Functions 1 Safety of investment and equity in dealings: The stock exchanges do not allow trading in each and every company's securities. Companies which want their securities to be traded on the floor of a stock exchange have to fulfil certain conditions. The stock exchange satisfies itself about the genuineness and soundness of the company to protect the investors from being cheated. There are a wide variety of securities. The investors have the opportunity to assess the relative advantages of investing in securities of dealing in various having wide markets and products (engineering goods, consumer goods, situated in different parts of the country. Every region or and every industry gets a fair share of the investor's attention for investment of their savings. 2 Easy liquidity: The investors usually prefer liquidity of their investment easy conversion cash, besides adequate return on their investment. The stock facilitate markets provide that assurance to investors. These are markets buying and selling of securities. As such the investors readily come forward to subscribe to new issues. Thus, stock exchange assures liquidity of investments which goes to serve the investor's need.

Accurate and continuous report regarding sales: All stock exchanges maintain regular record of the securities traded each day and the at which deals are This information is supplied to newspapers and other information media the prices of important securities which ruled at closing time. The statistics relating to prices at which securities were traded are published in weekly bulletins for the information of the investors. This information helps in ascertaining the trend of price fluctuations and promotes healthy speculation.

4 Full information regarding listed companies: The organised stock exchanges collect information about the companies listed with them and publish the information in the form of "Official Year Book". This proves very useful to the investors in making investment decisions.

5 Helpful in re-investment decisions: The investors sometimes want to switch their investments from one type of securities to others depending on which will be more rewarding. If shares debentures of a company are in greater demand there is a rise in their market price indicating that the investors have assumed the company's performance and prospects t o be better than others. On the other hand, if shares or debentures for sale many, the price tends to fall indicating that

investors are not satisfied with the earnings and future prospects of the company. changes in the prices of securities provide a fair index of demand and supply securities of companies. The investors can make their investment decisions accordingly. Safeguards to investors: Every exchange has its own rules regulations for the control of operations of the exchange. Only members are allowed to deal in securities and make transactions. As the members have to transact their business strictly according to the rules, the investors' interests are safeguarded against dishonesty or malpractices.

7.4 METHOD OF TRADING ON A STOCK EXCHANGE securities issued by companies and other bodies are not to be on a recognised stock exchange. Only the listed securities are permitted to be traded. You will study about listing securities in detail later in this unit. Only members of the stock exchange or their authorised agents can or sell securities on the floor of the stock exchange. Suppose you want to buy or sell securities you have to contact a stock broker who is a member of the stock exchange. When you wish to buy shares you to place an order with broker for the purchase of those shares. You can also depend the broker for selecting the type of securities you should buy. After taking the decision about the securities you are to buy, you have to deposit estimated cost of securities with broker. The broker usually entrusts the task to his authorised clerk in the hall of the stock exchange who announces his by 'shouting in the hall' during time in the particular class of securities. He will announce the allotted for particulars of the the as also the price he offers. Some other broker shall respond to your broker's call. He either accept the offer Through such process the made by your broker or may make a counter is struck, Each broker has a note book, known as sauda bahi, on which obtains the signature of the broker from whom he has bought the securities. The signature is obtained as a confirmation of the transaction by the other party. At the end of the day, every broker submits his copy of transactions recorded in his book to the with of stock exchange. This is done to reconcile all purchase sales. On the settlement day, the broker takes the of the securities and makes the necessary payment. You have to pay to your broker the cost of securities purchased and commission. This commission is a fixed percentage as the schedule fixed by stock exchange. The broker prepares a contract note in favour of the client and forwards it to him. The contract note mentions the quantity and the description of the securities (inclusive of his commission) at which they are bought. bought and A similar procedure is followed when some security is to be sold. Look at figure 7.1 which depicts the process of purchase and sale of securities in the stock exchange.

7.5 TYPES OF DEALINGS IN A STOCK EXCHANGE There are various types of dealings in stock exchanges. Let us now discuss about them briefly.

1 Spot delivery contracts: Such contracts are settled on the spot the delivery and payment are made on the day of the transaction itself or latest by the following day. It is not a common practice now-a-days.

2 Ready delivery contracts: Such contracts are settled within a short period of time. Usually the period allowed is twelve days and the settlement takes place on the \following settlement day. No postponement is allowed in case of ready delivery contracts.'

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Figure 7.1 : The Process of Purchase and Sale of Securities in the Stock Exchange

I I

of Transaction

. C

Broker

Buyer of Securities

Broker

Seller of Securities

3 Forward Delivery Contracts: Such contracts are also due for settlement on the following settlement day but they can be postponed to the next settlement day, if so desired. This facility is provided by the stock exchange only in those scrips which are included in the specified list (List A). Such transactions are meant for speculation where the buyer has no intention to take delivery and make payment. He simply covers it by another transaction and earns or loses the difference in prices. For example Mr. buys 1,000 shares of Modi Rubber at Rs. 50 per share in the hope that its price will go up. If the price rises as expected, he will settle it by a transaction for sale of 1,000 shares and pocket the difference, If the price falls, he may decide to settle it by a transaction for sale at a lower price and pay the difference. Alternatively, expecting the price to rise, he may seek postponement of its settlement to the next settlement day by paying the necessary charges. Technically, such postponement is known as 'Carry Over' or and the charges paid are called charges' (also known as or backwardation as explained later in this unit ). Sometimes the professional badlawalas may advance the necessary sum of money to finance purchase of shares by the hull speculator at certain rate of interest and thus help him to postpone the sale. . Forward delivery contract is not the same as future trading. Future trading means entering a transaction to sell or buy at a future kind of trading is prohibited in India.

7.6 SOME IMPORTANT TERMS The terminology used by the operators on the stock exchange is somewhat different from what is commonly used in business. The terms have been adopted for official records as well as reports on stock exchange transactions. Bull or Long: A person who buys securities in the expectation of a rise in their prices, is called 'Bull . He becomes active whenever there is anticipation of a rise in the prices of securities. He buys with the object of selling them in future. He is also known as tejiwala. If his expectations come true, he earns a profit. If the market goes against his expectation, he incurs a loss. Suppose, he makes a deal for purchase of 100 shares at Rs. 105, expecting it will go up. On the settlement day price of the share rises to Rs. 110. informs his broker to settle the deal. He earns a profit of Rs. 500. On the other hand, if the market price of the share goes down he may incur a loss settlement of the transaction. In such a situation he can postpone the settlement due to unfavourable price by paying charges (also called contango). He is called 'bull' as he has a tendency to raise the price artificially like a bull who generally throws his victim upwards. 1

Bear: A person who sells short sells he does not possess at the time of selling, is called a 'Bear'. He does so in the hope of buying at a lower price at the time of delivery. Thus a bear anticipating a fall in price future sells at the current price which is high. If his expectations come true, he gains, otherwise he loses. If the market goes against him if the market prices rises, he can postpone his settlement by paying charges (also called backwardation). A sale of securities by bears is called 'short selling'. He has to buy them from the market for making delivery to the buyer. Stag: A person is called a 'stag' if he deal's in the new issues of companies. He applies for shares on of prospectus, and sells these shares at a premium soon after the allotment is made to him. He is just like a bull, since he also foresees a rise in the price of the securities. He applies for a big allotment, since he has to pay only application money to the company at the time of application. A stag sometimes creates artificial demand for the securities in the market so as to cause a rise in their prices. If the response for such shares is poor, and he is allotted all the shares applied for, then he to sell these shares at a discount. In such conditions he sustains loss. Contango: charges paid by a bull to the broker for carrying over his transaction to the settlement date, is called 'contango',

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Financing of Business

depends upon the class of securities, their quantity, value, and interest rates prevailing in the market at the time of transaction. Usually it is equivalent to the 'middle price' of the difference between the agreed price and the market price prevailing on the day of the settlement. charge payable to the bull by the bear Backwardation: This is also a type of seeking postponement of the transaction to the next settlement date. Cum-Dividend: Cum means 'with' or 'including'. Where shares are quoted as Cum-Dividend, the buyer gets a right to receive dividend on such shares which payable after the of sale. The purchase price includes the amount of dividend due. This is because the buyer becomes a registered shareholder and he is entitled to get dividend as and when it is declared by the company. Most transactions in securities are cum-dividend. Ex-Dividend: This term refers to the price of shares purchased without the right to get the dividend from the company. The dividend declared or accrued is payable to the person whose name appears in the books of the company. Hence, when the buys buyer purchases the shares after the closure of the books of the company, them ex-dividend.

Cornering: Cornering refers to the condition in the market in which almost the entire supply of a particular security is held by an individual or a group of individuals. In such a situation the bears find it difficult to buy them t o meet their commitments of delivering the scrips. This term also refers to purchase of securities by an outsider in large quantities in order to oust the existing management of a or to put them in an ernbarassing situation. Margin Trading: It refers to the practice of buying and selling securities by of the value of the securities depositing with the broker a certain involved in the transaction. The percentage of value so deposited is called 'Margin Money' o r 'Margin'. The objective is to the loss, if any, out of this deposit. When the margin money is deposited, the broker credits the Margin Account of the customer. Deposit of margin money is a precondition for the securities to be held on account of the client. Where the margin falls short of the amount of loss suffered by the client on the securities held in his account, the broker may ask the client to deposit additional amount to cover the shortfall. In case he does not deposit amount, the broker can sell the securities and recover the amount. Arbitrage.: in one market where the price is low and selling the same. securities in another market where the price is comparatively higher is termed as Operation'. Such dealings confer all the benefits of a continuous market, The and bring the divergent prices of various stock exchanges to a uniform scope of operations of the stock exchange is also expanded through such operations. prices are equalised subject to the cost of and transfer of funds from one place to another.. artificially forced up in Rigging the Market: When the prices particular the market, it is as 'Rigging'. This is the result of activities of bulls . (speculative buyers) who raise the demand and thereby push up the market price. Those who hold large blocks of shares often buy and sell to make the market active and then gradually unload their holdings at a profit. Settlement Day: In every stock exchange a particular day is fixed for the settlement of transactions between buyers and sellers. This day may be every Monday or every there is a weekly settlement. The speculators Saturday of the week. In other may settle their deals on a particular settlement day or postpone it to the next day on payment of the As stated earlier, postponement of settlement is allowed only in case of shares included in the specified list (List A) of the stock exchange concerned. Blank Transfer: When shares are sold, the seller has to sign a transfer deed giving necessary particulars about the shares and the transferee, It also involves stamp duty which is a t the prescribed rates. When the deed is filed with the company, the transfer is duly registered and the name of the transferee is recorded in place of that of the transferor. However, when the seller signs the transfer deed without 8

in the name of the transferee it is known as 'blank transfer'. This type of is found to be convenient where the speculators carry over their deals involving temporary purchase and sale of securities. Blank transfer permits speculators to buy and sell securities without paying stamp duty for some time. This tends to encourage excessive speculation. Hence, to discourage blank transfers it is that the transfer deed in a prescribed form must be presented to the Registrar of Companies before it is signed by the transferor. The date of presentation is endorsed on the deed. Thereafter, the transfer deed must be delivered to the company for registration of the transfer within a certain period. In the case of listed securities, it must be delivered before the first closure of the Register of Members after the date of presentation endorsed on it. In the case of non-listed securities the deed must be delivered within two months from the date of presentation endorsed on it. List A Securities or Specified Securities: In every stock exchange, there are certain is permitted. These specified securities in respect of which carry securities are known as 'List A Securities' or 'Specified Securities'. List Securities or Cash Securities: Securities other than List A Securities are Securities'. The transactions in such securities known as 'List B Securities' or have to be settled within a limited period. No postponement is allowed. Jobber: There are two types of members in the London Stock Exchange known as brokers and jobbers. Every member of the London Stock Exchange has to declare whether he will act as a broker or a jobber. A broker is to act on behalf of the derive his income through the he will charge on the customers purchase and sale of the securities. He is not allowed to buy or sell in his own name. on the other hand, is an independent dealer in securities. He can The purchase and sell securities in his own name and deal with a broker or with another jobber. He does not work on behalf of non-members. The distinction between a broker and a jobber is not followed in India. The member of the stock exchange can act as a broker and also buy and sell in his own name. At the Bombay Stock Exchange the members are unofficially divided into two categories: (i) brokers, and (ii) tarawaniwalas. A member who acts both as a broker and a jobber is as 'Tarawaniwala'. In India most members fall in this category. . -

Check your Progress B 1 You want to buy 100 scrips of Ltd. State the various you have to proceed for the purpose.

2 What is the difference between Spot Delivery Contract?

through which

and Ready Delivery

............................................................................................................ .....................................

............................................................................................................ What is a

Contract?

Financing of Business

............................................................................................................. 4 State whether the following statements are True or False. ,

i) Stock exchange provides liquidity to investment. ii) Fluctuations in the value of securities reflect the economic and business conditions in the country. iii) Stock exchange does not lead to excessive speculation. iv) Buying of securities in one market where price is lower and selling the same in another market where the price is higher is called arbitrage operation. v) Stock exchanges facilitate capital formation in the country.

5 Fill in the blanks.

A person who buys securities in the expectation of a rise in the price is called ii) Ready delivery contracts are settled within days of the transaction. iii) If the settlement is deferred at the request the seller, the charges he pays called .......... .......... iv) Artificial forcing up of the market price of a particular share is v) Scrips are usually sold dividend.

7.7 LISTING OF SECURITIES ON A STOCK EXCHANGE We have stated earlier that all securities issued by companies and other bodies are not traded in stock exchanges but only the listed securities are traded. Now, let us discuss in detail about this listing. Listing means addition of new securities to existing list of securities being traded on a stock exchange. If a joint stock company or any other body who has issued new securities want them to be traded on the floor of stock exchange and their prices duly published, it has t o get the securities included in the list of the stock exchange. For listing, the company has to make an application and furnish the prescribed to the stock exchange. Section 19 of the Securities Contracts (Regulation) Rules 1957 lays down the minimum requirements with respect to the listing of securities on a stock exchange. Listing implies that the securities have met the satisfaction of stock exchange authorities, in respect of certain prescribed standards of legality, security and work-manship. When a security is admitted to dealings on a stock exchange, it does not guarantee the soundness or profitability of the company, in any manner. It is also not a certificate of the stock exchange for consideration by the investors. However, it indirectly gives an impression to the investor that the quoted security can be considered for investment, as the issuing company has satisfied the management of the stock exchange by fulfilling the required conditions and that there is no concealment. Listing provides a reasonable basis upon which the investor may assure himself about the genuineness of the company. Advantages of Listing: The main advantage of listing of securities is that the investor gets all the required information about the securities he wants to buy o r sell. Certain other advantages of listing are:

1 It provides a market for securities. 2 I t enhances the prestige of the company. 3 It provides an indirect check against manipulation of prices by the management. From the point of view of a company, listing of securities is beneficial in two ways: it enhances credit worthiness of the company, and ii) it widens the market of the securities. From the point of view of investors, listing provides safety of dealing and liquidity. does not guarantee the financial soundness of a But listing of securities of a company. It also does not recommend the purchase of securities. It only indicates that at the of listing the company was legally incorporated and was solvent as a going concern. This creates favourable climate for the securities listed.

7.8 SPECULATION AND STOCK EXCHANGE word 'speculation' is derived from the Latin word 'speculare' which means 'to from a distance or take a decision in anticipation of future happenings'. However, in the share market, it means dealing in securities keeping in view the present and future prices with the object of making profits from the difference of the two prices. Emery of USA has stated the meaning of speculation in the following words: "Speculation consists of buying and selling commodities, or securities, or other property, in the hope profit from anticipated changes of value" Speculative transactions are different from investment transactions. Graham, Dodd and Cottle have explained the difference between speculation and investment as follows: "Investment operation is one which, upon thorough analysis, promises safety of principal and a satisfactory return. Operations not meeting these requirements are speculation". You can very well understand this difference if you know the working of a stock exchange. The stock exchange provides an arrangement for the marketing of listed securities which are also called 'scrips'. The actual functioning of this market consists of buying and selling of these scrips. The buyers and sellers undertake two types of operations; one for investment and the other for speculation. Those who buy securities so as to earn a regular income from the investment are called 'genuine investors'. They get delivery of the scrips on payment of the price. Such transactions are called investment transactions. In the second type of transactions, the object is to deal in the difference of price. The buyers buy scrips with the object of selling them in future at a profit, or sell now in the expectation of buying at a lower price in future. They are known as speculators and their transactions are known as speculative transactions. Speculation and Investment: Even though speculation and investment are different in in practice it is very difficult to say who is a genuine investor and who is a pure speculator. Buyers and sellers are partly speculators and partly investors. There is a difference of degree only, Let us take the following example. A buyer agrees to purchase 100 shares at Rs. 110 per share. On the settlement date, the price goes up to Rs. 120 per share. The buyer may either ask the seller to deliver 100 shares and pay him at the rate of Rs. 110 and complete the transaction, or ask to pay the difference of the two prices the price prevailing on the date the of transaction and the price prevailing on the date of settlement If he insists on the delivery of shares, we may call it an investment transaction. But, if he settles the transaction by taking up the difference of Rs. 10 per share, it will be called a speculative transaction. Sometimes, a person who purchased shares with the intention of investment may decide to sell the shares and reap the benefit if the price of shares goes up very high. On the other hand, if the price declines very low, he may decide to sell to avoid heavier loss. Thus, a genuine investor may also think of buying and selling securities and take advantage of changes in the prices over But he cannot be called a speculator because his intention is to invest and not to make profit out of changing prices. Speculation and Gambling: One may be inclined to think that speculation and No doubt, speculation and gambling have some common gambling are features. For instance, both depend upon uncertain happenings of the future, both involve risk of loss, and both lead to gain for someone and loss for another. In spite of these similarities, however, we can make the following distinctions. 1 Speculation is based on foresight while gambling does not involve use of foresight. 2 In speculation the intention is to gain from difference in prices while gambling is purely based on betting, either winning the bet or losing it. 3 The risk of loss is assumed and anticipated in speculation while gambling artificially creates risk of loss. Speculation is a rational activity, based on reasoning while gambling is a kind of blind or reckless activity. Speculation is a recognised activity, while gambling is a punishable act.

Financing of Business

7.9 FACTORS AFFECTING PRICES IN A STOCK EXCHANGE The prices of securities, particularly those of equity shares, sometimes fluctuate very widely and critically. The changes in price take place mainly because of buying and selling activities of speculators. But underlying their speculative dealings, there a r e one or more other factors responsible for the price fluctuations. Generally speaking, the fluctuations are due to the following factors. I Interest rate: If there is a change in the rate of interest charged by banks on loans and overdrafts, there is a change in the speculative activities, and security prices also change as a consequence of it. Thus, if banks allow credit at lower interest rate, it may induce people to borrow money from banks and engage more in speculative activities to make profits. Hence, price of securities may go up as a result of speculative buying. However, if the interest on bank credit goes up, borrowing will be reduced and demand for securities will be relatively lower. Hence prices of securities will tend to go down.

2 Activities of the financial institutions: When financial institutions start buying securities on a large scale, prices tend to move up because it leads t o high expectation among the public about the prospects of the company and there is increased demand all around. Similarly, if there is large scale selling of securities by financial institutions, the price tends to go down. 3 Performance of the company: The prospects of a company as regards future profits and dividend payment are often reflected in the rising or falling prices of its shares. This is because the profit earning capacity and expected dividend rates influence the expectations of investors about the rate of return on investment and future rise in prices. If the prospects are good, there is increased for shares, and prices move up. On the contrary, if a company's performance in terms an unsatisfactory trend, the price of of profit earning and dividend payment its shares start declining due to reduced demand.

cycles: Business conditions are periodically found to be to prosperity and depression. Prices of securities continue to rise during prosperity as bull speculators are active and go on purchasing securities. However, when speculators are unable to meet their liabilities due to lack of adequate funds, they are forced bargain for sale as a result of which prices rapidly decline and cause a state of depression in the market.

5 Changes in Board of Directors: Sometimes, security prices change as a result of changes in the Board of Directors of particular companies. The death or director cause doubt or apprehension about the resignation of a well future prospects of the company concerned. In that situation, generally, there would be an adverse effect on the price of shares of that company. 6 I

fluctuation: The prices of securities traded in more than one stock exchange often change due to changes in another exchange. If the prices of some securities fall one stock exchange due to some particular reason, it leads to a decline in the prices of the same securities in other exchanges too. This happens due to immediate communication among speculators.

7 Political events: Changes in the composition of government, changes in international relations, conflicts and political upheavals and wars between nations are always found to cause changes in the securities prices. This is because conditions of business and industry are generally affected by political events.

8 Changes in government policy: The changes in government policy with regard to taxation, import-export, price controls, licensing, etc. also influence the prices of securities, For example, if government decides to exempt dividends from income tax, the share prices will go up. If, on the other hand, government decides to raise income tax rates on company profits, the prices may fall. In fact, these days the policy changes by the government have become a major cause for an upswing o r a downswing in prices of shares.

factors: Various factors which may not be directly related with stock exchanges also affect prices of securities due to the psychological reaction of speculators. For example, unexpected changes in weather conditions, inadequate excessive rainfall (which affects agricultural output), may bring about changes the prices of shares of companies manufacturing edible oils, cotton textiles, etc. Similarly, lockout for a prolonged period may cause prices of shares to decline or illness of a powerful head of government may cause fall in security prices. .

~heck c 1 Why is listing of securities necessary?

2 What is speculation?

3 State whether each of the following statements is True or False. Speculation is the same as gambling. It is normally difficult to distinguish between a speculative transaction and an investment transaction. iii) In speculative transaction the intention is to gain from difference in prices. i) ii)

iv) Speculation helps in establishing uniform prices of scrips in different stock exchanges. v) Excessive speculation is not harmful. vi) Listing of securities on a stock exchange guarantees that the company is financially sound. vii) Listing of a security implies that the security has met the requirements of the stock exchange authorities. viii) If a company's profits and the dividend rate are satisfactory, the prices of its shares will have a falling trend.. ix) Any security can be treated at the stock exchange. 4 Fill in the blanks.

iv)

Listing of security means addition of security to the list of secutities traded on a stock exchange. Listing of security provides a market for the security. If bear speculators are active, security prices have a tendency to go If interest on bank loan ..., the prices of securities tend to go down.

7.10 ADVANTAGES AND SHORTCOMINGS 7.10.1 Advantages Having discussed the functions of stock exchanges, we may outline their advantages the point of view of:

Stock Exchange

Financing of Business

Companies 2 Investors 3 Society as a whole

the Companies' Point of View Increase in the credit and goodwill of the company: Every company is allowed to have its shares traded on the stock exchange. Permission is to obtained by the company for getting its shares included in the list of be bought and sold on the floor of the stock exchange. Before granting permission, stock exchange authorities check whether the company is sound and managed by qualified people. Therefore, companies whose are listed are supposed to be sound companies. They enjoy better goodwill credit in the market as compared with other companies. ii) Extensive markets: The securities issued by companies and other corporate bodies are quoted on the stock exchanges and are traded on the floor of the exchanges. This increases the marketability of the securities. Investors all the world come to know about the securities and get an opportunity to such securities. in the value of securities: A s investors all over the world come to know about the availability of certain securities, the value of securities increases as a result of higher demand.

iy) Knowledge about investment to the company: The companies come to know from stock exchange quotations fluctuations in the price of securities as well as the intensity of buyers' demand. While planning for raising additional capital, proper decisions can be taken whether to issue shares o r debentures and about the of issue.

From the Investor's Point of View i) Facility of investment: The stock exchange provides facility of investment to the investors. Liquidity as well as safety of investment in securities are through the mechanism of stock exchange. Investors can buy and sell securities on the floor of stock exchange as and when they want to do so. ii) Protection of investors' interest: Stock exchanges are well organised markets and are regulated under the Securities Contracts (Regulation) Act, 1956. Thus, they work under the control of the Government. Hence, the interest of the buyers and sellers of securities is safeguarded and protected.

Publication of quotations: All the stock exchanges regularly publish the prices quoted for securities on the floor. This facilitates buyers as well as sellers in getting information of the prices of securities, which in helps them to decide whether to purchase or sell. iv) High collateral value: Listed securities are preferred by banks and creditors as collateral against losses, since they can easily sell such securities in case of default of borrowers and debtors who have pledged these securities with them.

Best possible use of capital: Stock exchanges provide to the investors to compare the relative demands of different securities on the basis of sale and purchase those securities. Consequently, the profitable companies attract more investors and get an edge over the less profitable ones. Thus, the investors are able t o invest their savings in more profitable companies. From the Point of View of Society as a Whole If we look at the operations of a stock exchange from the point of view of society as a whole, its usefulness may be found in the role it plays in creating congenial environment for savings and investment. Facilitates capital formation: The existence of stock exchange induces people to save as it provides avenues of investment and facilitates buying and selling of securities without difficulty. This leads to increased capital formation in the country, savings become productive capital. Promotes industrial growth: Long-term capital for large industrial firms can be procured by companies as savings become available for investment with the

markets facilitating purchase and sale of securities. Promotion and of industrial units in turn contribute to the industrial growth of The buying and selling of securities in stock exchanges among investors from within the country but also among foreign existence of stock exchange encourages flow of capital from abroad, and to the growth of industries. of capital: Investors are generally attracted towards the more growing industrial units. Since stock exchanges facilitate investments to be withdrawn from the less profitable and loss making companies (by sale of securities) and invested in more profitable undertakings, the financial resources are put to proper and the economy as a whole benefits from it.

fluctuation of security prices: When particular securities are purchased of future rise in existing low prices tend to go up. other hand, selling in anticipation of futuredecline in price leads to the existing high prices being checked. Thus, wide fluctuations in the prices securities are prevented due to regular dealings in securities. Facilitates government borrowing: Government securities which are issued by the Reserve Bank of India can also be bought and sold on the floor of stock Investors who subscribe to the issue of government securities find it also to sell them easily without convenient to hold them as long as they want loss due to the existence of stock exchanges. Hence governments depend a great deal stock exchanges while raising loans.

7.10.2 Shortcomings So far have discussed how beneficial the stock exchanges are the point of society as a But, like view of companies, the investors and institutions, stock exchanges too are not free limitations. If operations on stock as as investors, exchanges are not controlled, they may be harmful to Let us, therefore, examine the shortcomings of the stock exchanges. Briefly, the shortcomings stock exchanges arise out of brokers' and tendency to engage in speculative buying and selling of securities without legitimate reasons. This causes severe fluctuations in the security prices. speculation: It is one of the common evils associated with stock exchange operations. Speculation implies buying or selling securities in anticipation of future prices. Speculators generally deal in securities with the main objective of gaining from the difference in prices. They do not have the intention of paying for the securities or taking delivery of securities if they are speculative buyers. Prices up not just because they make bids to buy. On the other hand, speculative do they intend to receive and possess the securities, But, their bids to sell pushes prices down. When there is no genuine reason for prices to move up, prices may suddenly crash if buyers are required to pay for the securities which they cannot generally do for lack of funds. Similarly, if the sellers are required to deliver securities they may not be able to so. This kind of to rely on the in securities as situation does not permit real an index of the future prospects of a company. Wide fluctuations in prices: Another shortcoming of stock exchange operations is that security prices may fluctuate political, social and economic factors as well as due to which may be spread by interested parties. Sudden changes in social, economic and political factors are not easily predictable. Speculators with knowledge and skill normally help to price fluctuations. when are spread by only to raise or reduce prices of particular securities for their own profit, there is excessive rise or fall of prices, and genuine investors are unable to decide whether to buy or sell. Many them get panicky prices of securities steeply decline. Others buy in haste just because prices are In both cases, the investors may repent for selling or buying which may lead to losses.

Stock Exchange

of Business

REGULATION EXCHANGES

CONTROL OF STOCK

We have discussed earlier the importance, functions and working of stock exchanges. They play an important role in the capital formation and industrial growth of the country. The members of the stock exchange, brokers, investors and speculators are the people who engage in stock market operations. All these people derive advantages from the working of the market. However, stock markets suffered from a number of evils in the past and were regarded as gambling dens of the brokers. The attention of the Government was drawn from time to time to the ills of stock markets as a result of which the Securities Contracts (Regulation) Act, was passed in 1956 to regulate and control stock market operations in the wider interests of the financial markets, institutions and the public. The main provisions of this Act are as follows : 1 There shall be only one recognised stock exchange in one region. unitary control.

will have a

2 Dealers and brokers outside the area of the recognised stock exchange will be licensed.

3 A recognised stock exchange shall be entitled to frame its own bye-laws for regulation and control of contracts subject to the approval of the Central Government. The bye-laws may regulate (i) opening and closing (ii) regulation of trading hours; (iii) establishment of clearing house; (iv) regulation of prohibition of blank transfer (now these are regulated by the Companies Act); (v) listing of securities on the stock exchange; (vi) regulation or prohibition of carry over or system; (vii) limitations on the volume of trading by members and on their open positions; (viii) fixing minimum and maximum prices for securities in emergencies; and (ix) separation of functions of jobbers and brokers and regulation of tarawani (jobbing) business.

4 The Central Government is empowered to make and amend bye-laws after consulting the governing bodies of these exchanges.

5 Dealings in future are prohibited, since they are regarded as

contracts.

6 The Central Government has a right to withdraw recognition to, or supersede, the governing body of the exchange in, abnormal situations.

7 A recognised stock exchange must submit periodical returns relating to its affairs and give information as required by the Government from time to time.

8 Central Government has wide powers relating to the listing of securities. It can compel any public limited company to list its securities. It can vary or set aside the refusal of a stock exchange to list securities on an appeal made by a company. The Government of India has recently set up a high-power body known as the Securities Exchange Board of India which will provide necessary guidance for the healthy and orderly development of securities markets which will confidence among the investors and provide adequate protection to them.

Check Your Progress D 1 State whether the following statements are True or False.

Stock exchanges increase the credit and goodwill of a company. Stock exchange ensures safety t o dealings securities. Stock exchanges are regulated under the Companies Act, 1956. Dealings in future transactions in securities are not permitted in stock exchanges in India.

2 Tick mark the

answer.

a) Stock exchanges facilitate buying and selling of securities as a

i) ii) iii) iv)

local market. provincial market. national market. international market.

b) Stock exchanges serve need of i) companies which need capital. persons want to invest. iii) society which wants to improve. iv) all the above c) Stock exchange operations lead to i) wide fluctuations in prices. ii) normalisation of prices. iii) both (i) and (ii) iv) none of the above d) Stock exchanges come i) central government. ii) state government. iii) local municipality. iv) none of the above

the purview of

e) Stock exchanges facilitate purchase and sale of securities. speculation in securities. iii) gambling in securities. iv) all of them

7.12 LET US SUM UP /

Stock is an important part of capital market. It means a market place for buying and selling of securities already issued by joint stock companies, public trusts, central and state governments and local authorities. It is an organised market controlled and recognised by the Central Government under the Securities Contracts (Regulation) Act, 1956. The members are entitled to deal in securities either on their own or through their All transactions on the floor of a stock exchange are regulated by the rules and bye-laws of the concerned stock exchange. The stock provides avenues for savings to be invested not only at the national level but sometimes at international level. Stock exchanges not only provide liquidity and safety to the investor, but also provide capital to industrial units and thus assist the industrial growth of the country. To make a deal on the floor of a stock exchange, you have to contact a broker, seek his advice and place an order with him. Three types of transactions are generally undertaken in the stock exchange: i) spot delivery transactions, ii) ready delivery transactions, and iii) forward delivery transactions. Bulls, Bears and Stags are three types of dealers who operate in the stock exchange. Bulls are those who expect price of securities to rise. Bears expect securities prices to fall in future. Stags deal in new securities issued companies. They apply for a , large number of securities and sell them soon after they are allotted to them. Certain terms used in the dealings on stock exchange have their special meaning. Examples backwardation, cornering, arbitrage, etc. of such terms are All securities of every company are not quoted on stock exchanges. The company has to take permission from the concerned stock exchange for getting its securities is termed as Listing of Securities and is granted only after quoted. Such the company fulfilled the requirements.

Financing

Business

It is said that stock exchange encourages speculation and leads fluctuations in the prices of securities quoted on its floor. But speculation also has its advantages. It equalises and normalises price fluctuations, apart from mobilising capital and the market of the securities. There are various factors which influence the prices on the stock exchange such as the financial position of the companies, speculative pressures, business cycles, political events and the activities of the financial institutions, etc. and are advantageous to Stock exchanges have several important economic and the society at large. Due to several malpractices in the investors, working of these stock exchanges, the Central Government had to enact the Securities Contracts (Regulation) Act in 1956. Since then the stock exchanges have to get recognition from the Central Government and work under its control. They have also to frame their rules and bye-laws.

7.13 KEY

Arbitrage: Buying in market where the price is low and selling it in another market where the price is Clerk: An employee of the broker who is authorised to transact business at the stock exchange on the broker. charges paid by the seller (bear) for the postponement of Backwardation: transactions to the next settlement date. anticipate fall in prices in future and so they sell securities in Bears: Speculators the present to buy them in the future when the prices fall. Charges paid for the postponement of transactions to the next date. Bulls: Speculators anticipate rise in price of buy securities in the present to sell them in future when the

future and so they rise.

Carry Over: Postponing the settlement of a transaction to the next settlement day charges. on payment of charges paid by the buyer (bull) for the postponement of Contango: transactions to the next settlement date. Contract Note: A statement sent by the broker to a client showing details of securities (including bought or sold on behalf of client. Cum-div: When the shares are quoted cum-div, the buyer gets a right to receive the payable or declared after the sale of such securities. dividend on such Ex-div: the shares are quoted ex-div, the buyer is not entitled to receive the dividend to be declared or payable after the sale of such shares. Forward Delivery Contract: A contract for purchase or sale of securities the settlement of which can be postponed to the next settlement day. Jobber: A name.

of a stock exchange who buys and sells securities in his own

Margin: A deposit made by the customer with loss.

broker to cover the anticipated

Ready Delivery: A contract settled within seven days of the transaction settlement day fixed by the stock exchange.

Remisier: A person who helps in securing business for the broker. Sauda Bahi: A note book used by brokers for daily record of purchases and sales of securities made on the floor of the stock exchange. Scrips: Securities like shares, debentures, bonds, etc. Settlement Day: T h e day fixed for the settlement of transactions on a stock exchange.

Dealings in securities with the object of making profit from the

Exchange

difference Spot Delivery: Contract

the same day on which the transaction takes place.

Stags: Speculators having bullish tendency, who apply in bulk for issues of securities and sell them in the market soon after the allotment is made to them. Stock or Securities Market: An organised market place on the floor of which securities are bought and sold.

A member of the stock exchange who acts as a broker as well as a jobber.

7.14

USEFUL BOOKS of Delhi. (Part Eight,

Sons:

Sultan 4).

1985. Practice of Modern Business Administration Management, Publishers: New Chapter 17). Singh, B.P., and T.N. :

and Management,

1988. (Section Five, Chapter 19).

Sohni, 1985. Stock Publishing Corporation :

(Volume

Problems

North

ANSWERS TO CHECK YOUR PROGRESS A 1 B

a) iii

b) iv c)

i) True

i) bull

False 7

3 i) vi) False 4

i) new

True ii) continuous

ii) True

v) True iv) rigging v) cum

iii) iv) True v) False viii) False ix) False

ii)

D 1 i) True

iv) True

iii)

iii) down iv) False iv) True

d)i

e)i

7.16 TERMINAL QUESTIONS 1

a stock

and explain

its economic functions.

Explain briefly the of stock exchange in a modern society. What are its Why is the stock called a barometer of the economic and conditions in a country? Explain the following used in connection with dealings of securities. i) Arbitrage Forward Delivery Contracts Bull iv) Rigging v) vii) Margin Trading viii) Authorised Clerk. do prices of securities traded on a stock exchange fluctuate widely and frequently'? Discuss tlie causes briefly. What do you State briefly the advantages of listing securities on a stock exchange the point of view of a company and an investor. Describe the of trading on a stock exchange. State tlie procedure to be followed if you decide sell 500 shares of a conipany which you hold. The shares were allotted to you at par value of Rs. 10 each.

8 What were reasons of passing the Securities Contract (Regulation) Act, State its main features. Note: These questions will help you to understand the unit better. Try to write answers for them. But do not send your answers to the university. These are for your practice.

APPENDIX UNIT 6: SOURCES OF

FINANCE AND UNDERWRITING

Ever since the Government of India initiated the economic liberlisation programme in 1991, are several developments in capital market. Hence there is a need to revise this unit to all such changes. Some major developments in the capital market which are relevant to you are discussed in this Appendix. In Section 6.3.1 Capital Market of this Unit, the discussion on Control of Capital Issues (pages 26 is necessary in view of the abolition of Controller of Capital Issues in June 1992. This

27) is to be deleted.

In 6.3.4 Foreign Sources (Page 31) we have discussed three foreign sources foreign collaborators, finance. In this context you have to add international financial institutions and non-resident Indians, as sources of International Capital Market as the fourth source. From 1992 onwards Government of India permitted Indian companies to raise capital in the international capital in the form of Global Depository Receipts and Bonds. This is briefly stated under point 12 of Capital Market discussed below.

CAPITAL MARKET REFORMS

The Government of India initiated several capital market reforms, as part of economic reforms programme started in June programme of the government is mainly aimed at protecting investors' interest, improving 1991. The capital market efficiency, stock market transactions more transparent, curbing unfair trade practices, bringing Indian capital market international standards. The main aspects of capital market reforms are listed below:

of Controller of Capital Issues : Capital Issues (Control) Act 1947 was repealed and the office of the of Capital Issues (CCI) was abolished in June 1992. Thus, all the controls over price and of shares were removed. Companies are now free to approach capital market whenever they the shares as they wish, after getting clearance from Securities Exchange Board of India (SEBI). 2.

Statutory Recognition to SEBI: Statutory recognition was granted to the Securities Exchange Board of India 1992 to regulate and the capital market in India. SEBI has been vested with powers (SEBI) in concerning various aspects of the capital market such as (a) regulating the stock exchanges, various and mutual funds, (b) promoting investor's education and training of intermediaries and (c) prohibiting insider trading, fraudulent unfair trade practices in the securities market. SEBI initiated several in this direction.

improved Measures in the Primary Market: New reforms by SEBI in the primary market standards in public issue documents, introduction of prudential of issue procedures. required to disclose all facts specific factors associated with their projects public issues. the issue documents are to be compulsorily vetted by SEBI to that disclosures are not adequate but also authentic and accurate, so that the investors in the primary are able to take informed investment decisions.

'Merchant Banker' and 'Banker to the Issue' are brought under the regulatory frame work of SEBl and a code of conduct issued. The due diligence certificate by lead managers regarding the disclosures made in the offer document has been offer document itself for better accountability and ttansparancy on the part of lead managers. made a part SEBI introduced a code of advertisement for public issues for ensuring fair and truthful disclosures. To reduce cost of issue, underwriting of issues is made optional. However, this is subject to the condition that if an issue was not underwritten and was able to collect 90 per cent of amount offered to public, the entire amount collected would be refunded to the investors.

UNIT 8 Structure 8.0 8.1 8.2 8.3

Objectives What is Advertising? Difference Between Advertisement and 8.3.1 What is Publicity 8.3.2 How Does Advertisement Differ from Publicity?

8.4 8.5

of Advertisement Role of Advertising in the Society 8.5

Arguments Against Advertising Arguments in Support of Advertising

8.6 of an Effective Advertisement 8.6.1 Features Relating to the Message Features Relating t o 8.7 Let Us Sum 8.8 Key Words 8.9 Some Useful Books 8.10 Answers to Check Your Progress 8.1 Terminal Questions

After reading this unit, you should be able to: distinguish between advertisement and publicity identify the purposes of advertising for a business appreciate the role of advertising in the society outline the features of effective advertisement

8.1 INTRODUCTION While listening to the radio, or viewing television, or reading a or walking on a street, you must have come across a number of advertisement messages. or services. Indeed, These messages mostly appeal to people to buy certain advertisementsare used by companies to communicate how their products or services may be of use to customers. In modem industrial economies, advertising a very important or services available in role acquainting the public with the nature and quality of the market. In this Unit we shall discuss what is meant by advertising, how it is from in the society and tho publicity, the objectives of advertising, the features of an effective advertisement.

Let us start with an understandingof what is meant by advertising. The American has defined advertising as "any paid form of . Marketing presentation of ideas, goods or services by an identified sponsor". This includes the following four expressions: i) Paid ii) Non-personal presentation iii) Ideas, goods and services iv) . Identified sponsor To understand the definition it is necessary to clarify these expressions. Let us discuss these in detail.

Marketing

Paid form: For every advertisement, some money has to be paid to the which message. For instance, if the message is published in a payment must be made for printing and the space used in that magazine. If the matter is printed without any charge, it will not be treated as an advertisement presentation: When a salesman directly talks the customer product, it is personal presentation. If the message is communicated through mass media like radio, television, newspaper, magazine, direct mail, is called non-personal presentation. In the case of advertising, the message is conveyed through non-personal media. In other words, there is no face-to-face communication by salesmen. It implies that if the message is presented to the customer by a salesman, it would not be treated as advertising. Ideas, goods and services: This implies advertising may be intended selling not only goods but also ideas and For instance, companies, airlines, restaurants, dry cleaners, and similar organisations their services and ideas underlying the usefulness of savings, travelling, eating palatable food, etc.. just as manufacturers of automobiles, soaps or hair oil the usefulness of their products. Thus, the phrase ideas, goods and services that advertising is concerned with much more than the promotion of only tangible goods.

Identified sponsor: The sponsor of an advertisement is the advertiser. The identified sponsor means that the producer or seller who advertises the product should be known through the advertised message. In other words, the receiver of message should be able to identify both of source and purpose the advertisement. If it is not sponsored by any individual or institution, it would not come under advertisement. Now look at the message presented in Figure 8.1 carefully. We shall analyse this out whether it may be treated as an advertisement or not. First, the message to is printed in the newspaper which is a non-personal medium. Secondly, the payment must have been made to the in which it appeared. Thirdly, the suitings the perfect fabric. Fourthly, message is about the quality of a name of the sponsor or advertiser India Ltd., is clearly mentioned. It is obvious that the purpose of the advertisement is to induce customers to buy OCM suitings. We may, therefore, conclude that the printed message in Figure 8.1 is an advertisement. The points to be noted in this advertisement are: Product Medium Message

: : :

Sponsor Payment

OCM Fabric (Textiles) Newspaper OCM Suitings the perfect fabric, A prodhct of VXL India Ltd. VXL India Ltd. The sponsor of the message paid for printing and space used in the newspaper at the rates fixed by the publishers.

Check Your Progress A Look at Figure 8.2 and examine it carefully. Write down the particulars relating to the media, message and sponsor. State whether you can it an advertisement. While doing this exercise, you may refer Figure

............................................................................................................................................ 6

Figure

Example of an Advertisement

Source : Produced from a

Fig. 8.2

Leadership-the result d constant

endeavour towards

Marketing,

8.3 DIFFERENCE BETWEEN ADVERTISEMENT AND PUBLICITY Is advertisement different from publicity? Sometimes advertisement and publicity are wrongly interpreted to mean one and the same-thing. In fact, from publicity. Before we discuss how they are different, let us first publicity is.

What is Publicity? Publicity refers to the communication of any non-sponsored commercially significant about a company or its product to the public through non-personal media without any financial charge to the company. In this explanation you can notice the following four expressions: i) Non-sponsored Commercially significant information Through non-personal media iv) Without a financial charge to the company Let us now discuss these four expressions in more detail to understand the meaning of publicity very clearly. i) Non-sponsored: The information is not sponsored by the company. It is published or by the media. In other words, there is no sponsor of the communicated publicity material. Commercially significant

Information about the company or its The information should be commercially

significant to the company. iii) Disseminated by non-personal media: The information may be presented by personal media like radio, television, newspaper or magazine, etc. The mqsage may be conveyed through discussions or debates (as in radio or TV), or editorial or news items (as in newspapers or magazines). charge to the company: The publicity matter is presented iv) Without a voluntarily by the media. There is no payment made by the company to the media for , disseminating that information. Publicity may be favourable or unfavourable to the company. When the publicity favourably reports about a product, it can positively influence the demand,for that product. On the other hand, unfavourable publicity may lead to reduced sale of the product. Let us consider some simple examples of favourable and unfavourable publicity. You may have read film reviews in magazines or newspapers. These reviews are written producer of the film is in no way connected by the magazine or newspaper staff. with it. In these reviews, there are comments on the story, music, performance of main artists, etc. These reviews count as the comments in the review are not good, the readers have a impression about the film and they are not eager to see the film. This is an example of unfavourable publicity. If the comments are good in the review, there is a positive impression about the film in mind of reader and many of them will see it. If is an example of favourable In an attempt to obtain favourable publicity, companies engage in public relations. These public relations activities do not come under the purview of marketing department. It is, normally, managed by a special department called Public Relations Department. Check Your Progress B at the film review presented below. It is example of publicity. Read it carefully it have positive or negative influence on readers. and state

TV films

A melodramatic tale of a family immersed in trouble. Its increasing problems are made more problematic by the quick multiplication of children with the priest father gradually being denuded of clients. The is forever complaining - what with six children to support and a new one on way. Luckily, the eldest sister is a loving kind and keeps the ones happy by playing and telling them stories. they shall Once she decided to play the role of all-powerful Devi and asked the kids to name their wishes be fulfilled. Little did she realise then that the role would stick to her for ever. Time comes when she had to take up the role of the mock drama in real life in order lo feed the hungry mouths. Initially, she takes up a job but finally lands in the world's oldest profession as the family demands go up. The climax comes when the "goddess is disowned by all those whom supports and brings up. at her face and there is a sympathetic Her only solace in those days is themirror in which she keeps friend too. Dialogue is rather well worded and on the whole a well made film within the formula format. K. Balachander, the multi-lingual South Indian movie maker, directs one of his early ventures. There is fine music by Naushad and the lead role is played by rather Others include Khanna, Roy and

8.3.2 How does Advertisement Differ from Publicity? We have learnt what advertising and what publicity is. Now we are in a position to analyse the difference between these two. Read Table 8.1 carefully. The characteristics of both advertising and publicity are presented. After reading this table, you should be able to make out the difference between these two terms.

Features of Advertising and Publicity

1 Media 2 Sponsor

Publicity

Advertising

Particulars

Presented by non-personal radio. TV, newspaper,

Presented by non-personal media such as radio, TV, newspaper, magazine, etc. There is an identifiable sponsor. company sponsors it for its product or

3 Payment

The company has to pay money to the media for the space or time used.

4 Purpose

It is intended to give a about the or

product.

such etc.

There is no sponsor. Media the information Company does not the media.

any payment to

It may have or influence on the public about the company or its

Check Your Progress C 1 Read Table 8.1 carefully and point out the advertising and publicity.

and differences

2 Three cases are presented below. Briefly explain whether they can be called advertisement or publicity or none of the two. i) A sales representative from a manufacturing company visited a doctor, and explained to him the usefulness of various drugs manufactured by that company.

ii) Mrs. uses 'Vajradanti' tooth paste One day she told her Mrs. Kamala that is the best tooth paste available in India. After this, Mrs. Kamala also started tooth paste.

Marketing

iii) One car manufacturing company advertised that their car gives 15 km per a of petrol consumed. After a few months, one leading newspaper published an article stating that the car gives only 10 per a and that the manufacturers are misleading the the publication of this article, there is a slight drop in the sales of the car.

3 Look at the two items presented below. Study them carefully and identify which is an advertisement and which is publicity. your reasons.

Item 11 course

By A

YMCA CULTURAL CENTRE I

SINGH ROAD NEW

TENDER NOTIFICA ION NO: FOR RESIDENTIAL ACCOMMODATION. University is in need of residential accommodation as follows: accommodationto some of its officers, 3 flats of a) For providing 3 bedrooms each, preferably in one building or a compact building 8-9 bedrooms, near (preferably in Saket, Apartments, Kalkaji Extn., etc.) and b) Residential accommodationfor housing itsstaff members-25 to 30, 2 bedroom flats in a single block or contiguous blocks in areas like Saket, Noida, etc. Interested parties may send their offers in sealed covers superscribed "Tender for accommodation" indicating the and conditions, details of accommodation, location, owner's name and address on or before 25th May, REGISTRAR

8.4

OBJECTIVES

Reporter

The NEW DELHI, May Indira Gandhi National Open University 10+ 2 equivalent stream of or ates to its and commencing in August. An release said there would be no restriction of minimum or maximum age regarding these candidates. Also, would be no entrance examinations for candidates and they would be admitted purely on merit, with reference t o their marks at the + 2 examination. .A admitted to can complete it in three yews or a maximum period of eight years.

You have learnt what is and how it is different from publicity. We discuss the objectives of advertising. Business advertise with one or more of the following objectives, Introduction of new products 'Inducing potential to buy Reminding users To create brand To intimate customers about new uses of a-product To highlight brand character 7 Dealer 8 Trafficking the retail trade 1 2 3 4 5

9 1

of new products: Introduce new products from time to time so as to compete with other manufacturers who might have succeeded in winning over customers of the existing Advertising the product is so

that consumers know about the introduction of the product, its usefulness, where it may be available, how to get more information about the product, etc. Indeed, advertising is highly important to promote the sale of new products. For example look at Figure 8.4. You can see how Essma Woollen Mills advertised when it introduced the Continental Quilts.

Figure 8.4 Advertisement introducing a new product. It explains the of a new product address for trade enquiries.

also

. -QUILTS

. . 2

potential customers to buy: Another objective of advertising to induce potential customers to buy the product. Advertising is one of the best means by which the sale of an existing product can be For this purpose, the advertisement should emphasise the usefulness of the product, its quality, price advantage, etc., so as to win over potential buyers and make them actual buyers. If the product is so advertised, traders expect sales to increase and keep larger stocks for sale. Thus, advertising leads to immediate buying action among customers as well as traders.

3 Reminding users: In a competitive market new products are introduced quite frequently by different firms. All these products are advertised in the market. As a result, old brands are likely to be forgotten by the consumers. To offset this manufacturers continue to advertise their products to maintain the buyers' interest. Thus, are also designed to.serve as a reminder to existing customers.

4 To create brand

Business firms very often advertise for establishing an for the product (brand) and create customer loyalty for that product. When customers brand loyalty, they not inclined to shift to other brands easily. This objective of advertising has significance in the case of well-known manufacturers of products.

Look at the advertisement for 'Thums Up' soft drink presented in Figure 8.5. sentence at the top says, 'many great players are heavy drinkers' and shows two cricket players enjoying the drink. It is mainly intended to create an image that Up is a refreshing drink which is accepted by many great players. The brand name the drink 'Thums Up' is impressed upon the public by associating it with two great players. Figure 8.5 Advertisement Intended to Create Brand

5 To intimate customers about new uses of a product: Advertising is sometimes used to convey new uses of an existing product to the customers or to draw their attention to some new features of the product. The basic objective of advertising in this case is to convince the customers about the superiority of a product in comparison with other products in the same line. To highlight brand character: For certain products. consumers feel that a particular characteristic is very important. Its existence determines the buyers' choice of a particular brand out of several brands. If the product has that feature, is used to stress it and demonstrate its advantages. Similarly, if the product has a special feature which is linked with a desirable consumer benefit, advertising is used to it.

Look at the advertisement presented in Figure 8.6. It says

godrej 165 refrigerator is designed to establish its superiority over the other refrigerators. Figure 8.6 Advertisement Highlighting the Rrand Character

You work so hard to take care But who take care of you?

every

The new

family.

woman deserves.

Sometimes the aim of advertisement is to provide support to dealers Thus, there are many advertisements in newspapers, in which the list and of dealers and distributors are mentioned along the particulars of the product.

Look at the Figure 8.7. In this advertisement, apart from certain details about the product, a list of dealers is also presented at the bottom. 8

the retail trade (increasing retail On certain occasions, the objective of advertisement is to increase retail sale through off-season or special festival discounts, gift schemes, clearance sales, etc. The objective of such advertisements is to draw the attention of customers towards the special offers.

Figure 8.7 An Advertisement Giving the List

Dealers

month In

E Jail R o d Shopping

Ean.

1137 0,

in range. it gives

offered by Figure Intended for Trafficking I

Retail

9 Miscellaneous: In some cases the of the advertisement is to inform the customers in remote areas which are not accessable to salesmen. Similarly, it is also customers in far off places or outside the country about new aimed at products.

8.5

ROLE OF

SOCIETY

In the previous section you have learnt about the objectives of advertising and usefulness of advertising for an individual From the social point of view, it may be said that advertisement has a positive effect on economic development. But this point of view is not accepted by all. are arguments both for and against the use of advertisement in society. Let us first examine the arguments against advertising from the social point of view.

8.5.1 Arguments Against Advertising Advertising leads to higher prices: Many hold the view that advertising leads to higher prices of goods. Advertising involves considerable expenditure. If expenditure is avoided, the cost of goods may be reduced and the consumer can get the product at a cheaper price. If the money spent on advertising is used for improving the quality of the product, consumers may get a better product for the same price.

2 Advertising leads to It is well known that large business firms establish brand image through advertising. Consumers develop brand loyalty. Then it becomes difficult for new producers to enter the market. In other words, advertising enables the existing large producers to block new competitors from entering the market. Thus, advertising acts as a barrier to entry and thereby leads to monopoly. Moreover, increased advertising often results in sales. Due to this possibility, established firms spend more and more on advertising and increase their sales. In this process they earn larger profits which enable them to even'more on advertising. Thus, new entrants who do not have large financial resources find it difficult to compete with such established firms. 3 Advertising results in inefficient resource allocation: Advertisements are intended not so much for the benefit of consumers. They are mainly directed to influence the consumer demand to fit whatever has been produced. In other words, advertisements are aimed mainly to change the of people so that they will buy whatever is manufactured. This leads to distortion in consumption expenditure and increases the producers market power. Thus, advertising indirectly determines what people should consume. In this process productive resources labour and capital, may not be used in the best interest of the society.

4 Advertising causes undesirable social effects: There are certain other criticisms about the social effects and cultural impact of advertising. a) Objectionable appeals like sex, horror, etc., are used in advertisements to attract the customers' attention. b) Consumers are exposed to hundreds and thousands of product appeals which they may not be able to buy and enjoy. This may create frustration and disappointment in many cases.

c) Advertising is used for promoting objectionable harmful goods like cigarettes, liquors, etc. d) It influences the values and life styles of people society. Often it is used to promote products that satisfy the materialistic requirements of consumers. Advertising is, thus, accused of promoting materialistic values in the society. e) Advertisements occasionally portray certain things objectionable to some sections of society creating tensions between different groups of people. 5 Advertising may act against the of press: Mass media huge income from advertisements. If the media are de on income from advertisements disseminate sponsored by la few large business firms, it may be infonnation in public interest when it is unfavourable to those big business firms. Big owners by refusing their advertisements and sponsoring firms can threaten the dictate what media have to do. Thus, the financial dependence of media on advertisements may act against the freedom of press.

Advertising encourages unnecessary competition: There is a distinction between informative advertising and competitive advertising. Informative advertising is that which passes on the useful information about a product or service to the customers. Such advertising is desirable. On the other hand, the competitive advertising is primarily meant to shift demand one brand to another brand. In this case the advertisement has not created any additional demand. Therefore, such advertising is undesirable. In some cases, even the product features mentioned in the advertisement do not compare with the product when inspected. This type of misleading advertising is all the more undesirable.

Marketing

Arguments in Support of Advertising

have noted above that advertising is always beneficial to society. However, it offers certain advantages as well. The arguments in favour of advertising run as follows:

1 Advertising leads to reduction in the cost of goods: Some people hold the opinion that advertising may lead to a reduction in the cost of goods. When consumers come to know about any product through advertisements, the demand for that product production is increased accordingly. Increase in production leads to increases economies of scale. The benefits resulting from the economies of scale offset the cost of On the whole, the cost of production need not necessarily increase due to advertising. Besides, advertising costs are much less than other forms of business communication like personal selling. In the absence of advertising, business firms may adopt other more expensive methods.

2 Advertising need not necessarily lead to monopoly: It is not always true that advertising results in monopoly. It cannot be said that the first advertiser always wins the consumers' patronage and the later entrants have a disadvantage due to late entry. There is no evidence to believe that increased advertising-always results in increased sales. The fact that the soap and cigarette manufacturers constantly introduce new brands shows that the consumers like some novelty. If the entrant has a better product, there is always a better chance of its acceptance by consumers. There are many instances new comers successfully competing with entrenched leaders.

3 Advertising directs allocation of resources

to demand: By creating demand for advertising influences the allocation of resources. It informs people about available in the market. Based on this choose and buy those products which satisfy their needs more effectively. Thus, the goods which satisfy consumer needs better are more in demand, and manufacturers allocate their resources accordingly. Thus, advertising directs the allocation of resources in accordance with the demand for goods and contributes to economic development.

4 Advertising and social values: It is argued that the social values and customs are subjective. What is objectionable to one person may not be objectionable to another person. Similarly, what is good at one point of time may not be good at another point of time. It is accepted that advertising is misused occasionally by unscrupulous businessmen. But advertisement as such should not be blamed for its misuse. This misuse of advertisement may be controlled through statutory regulations.

5 Advertising encourages autonomy of mass media: Mass media such as newspapers and magazines huge income from advertisements which make the media self-supporting, Thus, the publishers of newspapers and magazines are able to sell them at a fairly lower price. Without advertisements the price of newspapers and would be much higher. The earnings from advertisements make the media financially Because of this financial autonomy, media can , publish matters of public interest freely and Thus, advertising may be said to increase freedom of the prices.

6 Advertising provides useful information: It is through advertisement that consumers I terms of sale, servicing, get useful information relating to products, prices, quality, etc. It is the main sources of information, particularly for those who live in remote . areas and cannot be approached by salesmen. plays an informative ' role which is to consumers.

7 Advertising generates employment: A point in

advertising is that it generates employment. A large number of artists, designers, models, technicians, etc., work in advertising agencies and mass media, and earn their

Advertising

8.6 ESSENTIALS AN EFFECTIVE ADVERTISEMENT As you know, the ultimate purpose of advertisement is to induce the customers and influence them to buy the goods and services. To be effective, the advertisement must media so as to reach the right have right type of message communicated through people at the right time and at the lowest cost possible. To achieve this, advertisement should be properly planned and designed. Otherwise, it will fail to achieve its purpose and the money spent on it will be a waste. Designing an effective advertisement'is a challenging task. There is no definite formula for that purpose. But certain guidelines may be kept in view while designing an advertisement. The essential characteristics of a be divided into two broad categories:

1) Features relating to the message reach 2) Features relating to Let us discuss each of

types of characteristics in detail.

Features Relating to the Message The impact of an advertisement depends not only upon what is said about the product, but also how it is said. The message should be as to win the attention and interest of message, one should keep the the target audience. So, while designing the following points in mind. 1 Desirability: The message should product. Otherwise, the product.

may fail to

and interesting about the the customers to buy the

2 Exclusive: Customers should know how the advertised is better the other products. So, the out unique features of the product. In other word;, i t should say something or distinctive about the product which does not apply to any other brand in that product category. Then only why and how the product is better than others. people may 3 Believable: Whatever is in the message should be For instance, if the message conveys imaginary qualities of any product, people will never take the advertisement seriously. The message should actually compare with the product which the customer may verify so as to be convinced. Therefore, the message should be believable and provable.

4 Attractive: If the message is attractive, it will draw the attention the customers very easily. If the message is not catchy, it will not have any effect on the minds of Therefore, such words or pictures which may the attention of customers should be used in the advertisem'ent.

5 Memorable and easy to recall: The message should be easy to remember, so it may be easy to recall it. Whenever customers go for shopping, the advertisement and remind about the product. Therefore, message should come to their used in the should be easy to and recall.

Features Relating to Consumer Reach Apart from the message, the of an advertisement also depends on how well it target customers. For this purpose, the following points should be borne in reaches mind while designing the advertisement.

Appropriate media: The advertisement message should be presented through the to which the target customers have access. For example, if the majority of the target customers do not have television sets, the message presented by TV transmission will not reach them. Similarly, if the majority of customers are illiterate, the message presented in newspapers may not reach them. So, the use of appropriate media is highly important for the effectiveness of advertisements. 2 Frequency: Frequency refers to the number of times any is repeated within a specified of time. It also refers to the time gap between two or

advertisements. In other words, it refers to how many times and at what intervals the advertisement is repeated. main purpose of is to keep the message alive If the is people remember in the memory of the the message. If the frequency is more, people may get irritated and may stop giving attention to it. So, the frequency should be optimum.

Marketing

Timing: The specific time of advertising the

is an equally important aspect of advertisement. For if the advertisement appears on the when most of the customers are not viewing it, the effect will be much less as compared with the effect when a majority of the customers are viewing the programme. Hence, the of the advertisement should be so detennined that it may reach the majority of

Check Your Progress D 1 List out the purposes for which advertising is used by the business firms.

between informative advertising and competitive advertising.

4 Which of the following statements are True and which are False? i) Advertising is not at all useful to the society. Advertising creates employment. Advertising always encourages monopoly. need not be attractive to the attention of the customers. v) Some advertisements have undesirable social and cultural through newspaper is appropriate when the potential customers are mostly illiterate,

8.7

LET US SUM UP

Advertising is any paid form of non-personal presentation of ideas, goods or services by significant information an identified sponsor. Publicity is non-sponsored about a company or its product disseminated to the public by non-personal media without a financial charge to the company. Advertising is different from publicity, although both use non-personal Advertising is sponsored by some company and payment is made to the .disseminating that message. 'On the other hand, publicity is not sponsored by company and no payment is made to the media.

for

Business firms use advertising with one or more of the following objectives: 1) introduction of new products, 2) inducing potential customers to buy, 3) reminding users, 4) to create brand image, to intimate customers about new uses of a product, 6) to highlight brand character, 7) dealer support, trafficking the retail trade, and 9 ) other objectives like informing customers in remote areas if they are not accessible to salesmen. While

serves useful purposes and benefit individual it may have and negative effects the social point of view. Advertising may

raise the prices of goods particularly,when expenses are incurred on competitive advertising simply to divert customers from other products without any real benefit to them. Large business firms establish brand image through advertising and are thus able to block the entry of new competitors in the market. This may lead to monopoly. However, if new comers can offer better products they may be able to compete with entrenched leaders. Advertising indirectly determines what people should consume as it is directed to influence consumer demands to fit whatever has been produced. Therefore, productive resources may not be used in the best interest of society. Moreover, advertisements often have harmful effects on the social and cultural values of the people. Society is also benefited in several ways as a result of advertisements sponsored by business firms. Advertising leads to the allocation of resources in accordance with the demand for goods and contributes to economic development. It provides useful information to consumers, employment, and helps media to publish matters of public interest freely and frankly. type of message communicated To be effective, advertisements must have the through proper media so as to reach the right people at the right and at the lowest possible cost. The message should communicate something desirable and distinctive about the product advertised. The message should be believable, attractive, easy to remember and recall. It should be coinmunicated through appropriate media and repeated as often as is necessary to keep the message alive. The timing of the advertising should be so determined that it may reach the majority of target customers.

8.8 KEYWORDS Advertising: Any paid form of non-personal communication of ideas, goods or services by an identified sponsor. Publicity: Commercially significant information about a company or its product disseminated by a non-personal media without a financial charge to the company. Brand Loyalty: Buyers' inclination to stick to a particular brand of product while making purchases. Brand Image: Favourable opinion that goes with a particular brand name. Mass Media: Channels or vehicles of communication which may be used to convey messages to large numbers of people.

8.9 SOME USEFUL BOOKS Bhushan, Y.K. 1987. of Business Chand Sons: New Delhi. (Part Seven, Chapter 4).

Management, Sultan

Kotler, Philip, 1986. Marketing Management-Analysis, Planning, and Control, Prentice-Hall of India: New Delhi. (Chapter 20). 1985. Principles and Practice of Business Organisation Mahal: Allahabad. (Section Six, Chapter 25). Wright, S., L. Winter, Jr., and Sherilyn K. McGraw-Hill: New Delhi. (Chapters 1, 2, & 4).

Management,

1984. Advertising, Tata ,

8.10 ANSWERS TO CHECK YOUR PROGRESS A

Product

'Televista' Television

Media

Newspaper

Message

Leadership comes in many forms. Leadership-the result of constant endeavour towards excellence and quality, manifests itself in everything the leader performs. Televista is the leading name in Televisions

for technology performance and class. It is one of the first is still the foremost. Televista-Only the best carry our

Marketing

Manufacturer of 'Televista'

Sponsor

or its' agent.

Reviewer says that the film 'Aaina' is a well made film within the formula format. It is also stated that the dialogue is well worded, fine music by Naushad and the lead role is played by Mumtaz rather poignantly. On the whole, the review may have some positive influence on the reader.

In both these there is no face-to-face communication with the target audience. Both of them are presented through non-personal mass medium like radio, television, newspaper, magazine, etc.

Differences: There is an identifiable sponsor for advertisement whereas in the case of publicity there is identifiable sponsor. In the case of advertisement the company pays money to the media which present the message. The company does not pay anything to the media in the case of publicity. Advertisement messages are mainly intended to create favourable influence about the company or its product. Publicity may give a favourable or impression about the company or its product.

2 i) Presented by a sales representative which is a personal communication. it is neither advertisement nor publicity. ii) This is presented by an is neither advertisement nor

which does not come under mass media. So, it

iii) Newspaper, a non-personal media, presented the information voluntarily. Company did not pay any money to the newspaper. It comes under publicity (unfavourable publicity). 3 Item 1 is an advertisement. It is sponsored by Indira Gandhi National Open University (Registrar) calling for tenders for ,residential accommodation. Item 2 is publicity. It is written by the staff reporter and published by the newspaper for the of its readers.

False v)

ii) True vi) False

False

iv) False

8 . 1 TERMINAL QUESTIONS 1 What is main purpose of advertising? What are the various objectives advertisements? 2 Explain the usefulness of advertising from the consumers' point of view.

3 In what respects can advertisements be

4 What are the characteristics of a good designing an advertisement.

to society? Suggest guidelines for

'Advertisement is a waste'. Do you agree with this view? Give reasons for your argument.

Note : These questions will help you to understand the unit better. Try to write answers for them. But do not submit your answers to the university.These are for your practice only.

ADVERTISING MEDIA Structure 9.0 Objectives 9.1 Introduction 9.2 Meaning and Importance of Media 9.3 Types of Media and Their characteristics 9.3.1 9.3.2 9.3.3 9.3.4 9.3.5 9.3.6

9.4 9.5 9.6 9.7 9.8 9.9 9.10 9.11 9.12

Press Media Radio Television Outdoor Media Direct Mail Miscellaneous

Medium Requisites of an Evaluation of Media Choice of Media Role of Advertising Agencies Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Questions

9.0 OBJECTIVES After studying this unit, you should be able to: the importance of media in advertising outline the characteristics of each medium of advertising state the features of an ideal medium describe the factors influencing choice of media explain the role of advertising agencies

9.1 INTRODUCTION In Unit 8 you have learnt what is advertising, how it is different from publicity, the objectives of advertising, the role of advertising in society and the features of an effective advertisement. As you know, for business firms advertising is a very important means of communicating with the consumers about products or services, their quality, place where are available, etc. The basic objective of all this is to promote sales. This objective is fulfilled only when the advertisement message reaches the customers. In this regard the media used the means which carry the message, is very important. In this unit we shall discuss the importance of media in advertising, advertising media, features of an ideal medium, and the factors characteristicsof influencing the choice of media.

9.2 MEANING AND IMPORTANCE OF MEDIA The method or means adopted to communicate the message of an advertisement is known, as the medium of advertising. In other words, medium is the vehicle or carrier of of advertising message to the target customers or prospects. Thus, newspaper is a advertising because it carries messages in print about products and services. Similarly, radio is another medium of advertising to broadcast and communicate advertisements to the listeners. Advertisements through television carry the message about products and services to viewers. Posters, handbills, cinema slides, outdoor display of goods, etc., are used for advertising purposes. These are all media of advertising. The basic purpose of using the media is to bring products and services to the notice of potential customers.

for technology performance and class. It is one of the first is,still the foremost. Televista-Only the best carry our

Marketing

Manufacturer of 'Televista'

Sponsor B

or its' agent.

Reviewer says that the film 'Aaina' is a well made film within the format. It is also stated that the dialogue is well worded, fine music by Naushad and the lead role is played by rather poignantly. On the whole, the review may have some positive influence on the reader.

C 1 Similarity: both these there is no face-to-face communication with the target audience. Both of them are presented through medium like radio, television, newspaper, magazine, etc.

Differences:There is an identifiable sponsor for advertisement whereas in the case of publicity there is no identifiable sponsor. In the case of advertisement the company pays money to the media which present the message. The company does not pay anything to the media in the case of publicity. Advertisement messages are mainly intended to create favourable influence about the company or its product. Publicity may give a favourable or impression about the company or its product.

2 i) Presented by a sales representative which is a personal communication. Therefore it is neither advertisement nor publicity. This is presented by an individu which does not come under mass media. So, it is neither advertisement nor iii) Newspaper, a non-personal media, presented the voluntarily. Company did not pay any money to the newspaper. It comes under publicity (unfavourable publicity).

3 Item 1 is an advertisement. It is sponsored by Indira Gandhi National Open accommodation. University (Registrar) calling for tenders Item 2 is publicity. It is written by the staff reporter and published by the newspaper the information of its readers.

D 4 i) False v)

True vi) False

False

iv) False

TERMINAL QUESTIONS 1 What is main purpose of advertising? What are the advertisements? 2 Explain

objectives served by

usefulness of advertising from the consumers' point of view.

3 In what respects can advertisements be 4 What are the characteristics of a good advertisement. designing an

to society? Suggest guidelines for

'Advertisement is a waste'. Do you agree with this view? Give reasons for your argument.

Note : These questions will help you to understandthe unit better. Try to write answersfor them. But do not submit your answers to the university. These are for your practice only.

UNIT 9 ADVERTISING MEDIA Structure 9.0 9.1 9.2 9.3

Objectives Introduction Meaning and Importance of Media Types of Media and Their 9.3.1 9.3.2 9.3.3 9.3.4

Press Media Radio Television Outdoor Media

9.3.6 Miscellaneous

9.4 9.5 9.6 9.7 9.8 9.9 9.10 9.1 9.12

Requisites of an ldeal Medium Evaluation of Media Choice of Media Role of Advertising Agencies Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

9.0 OBJECTIVES After studying this'unit, you should be able to: analyse the importance of media in advertising outline the characteristics of each medium of advertising state the features of an ideal medium describe the factors influencing choice of media explain the role of advertising agencies

9.1 INTRODUCTION In Unit 8 you have learnt what is advertising, how it is different publicity, the objectives of advertising, the role of advertising in the society and the features of an effective advertisement. As you know, for business firms advertising is a very important means of communicating with the consumers about products or services, their usefulness, quality, place where they are available, etc. The basic objective of all this is to promote sales. This objective is fulfilled only when the advertisement message reaches the intended customers. In this regard the media used the means which carry the message, is very important. In this unit we shall discuss the importance of media in advertising, characteristicsof various advertising media, features of an ideal medium, and the factors influencing the choice of media.

9.2 MEANING AND IMPORTANCE

MEDIA

The method or means adopted to communicate the message of an advertisement is known, In other words, medium is the vehicle or carrier of as the medium of advertising message to the target customers or prospects. Thus, newspaper is a of advertising because it carries messages in print about products and services. Similarly, radio is another medium of advertising to broadcast and communicate advertisements to the listeners. Advertisements through television carry the message about Products and services to viewers. Posters, handbills, cinema slides, outdoor display of goods, etc., are used for advertising purposes. These are all media of advertising. The basic purpose the media is to bring products and services to the notice of potential of

Marketing

Advertising consists of preparing visual or oral message and their communication for making people aware of and favourably inclined towards a product or service or a point of view. The underlying objective of all advertising is to promote sales. With the mass production of goods in modem promotion inevitably requires services of mass media which can carry the advertising message to the largest possible number of potential consumers. The media of advertising thus play a vital role in the sale of goods and services. Without the use of suitable media it is impossible to think of promoting in markets with hundreds and thousands of potential buyers. This is because salesmen can personally contact only a limited number of individuals or retail shops. Likewise, producers and traders cannot contact many people personally to pass on information relating to their products or services. Small producers and small traders may be able to sell their articles through personal approach. This method of sales promotion cannot be used in the case of production industries of to-day. Indeed growth of large scale industries and development of new methods of communication have added to the importance of advertising through different media of mass appeal like radio, television, film, etc.

The use of media not only facilitates communication of the sponsored message to the largest possible number of but also enables repetition of the message as often as may be necessary. This helps to reinforce the effect of advertising as well as to remind and sustain the customers interest in a product or service. Use of particular types of media makes it possible to convey information in as much detail. as required by adjusting the size of the message to space or time. For example, press media (newspapers and magazines) may be used on payment of charges for as much space as needed, or radio and television may be used for advertising a product on the basis of time to be devoted. Of course, the cost of using larger space or longer time,is naturally more. ,

Mass media (which are used for reaching the public in distant parts of a country or abroad) may thus be regarded as one of the best means of creating demand and promoting sales. use of certain types of media like handbills, Even in the case of small business posters and signboards, serves the purpose of reaching many more people than is possible through personal contacts. The media used for local purposes are relatively less expensive than personal selling. Above all, media advertising provides useful support to personal selling. Salesmen and traders find it easier to impress potential customers about the usefulness or quality of products when the prospective buyers are already informed about the same through to personal advertisements. Thus media advertising may be regarded as selling.

9.3 TYPES OF MEDIA AND THEIR CHARACTERISTICS A variety of media are used for advertising purpose. Different types of media, however, reach, nature differ as regards geographical coverage, the type of customers that media of appeal to customers, cost involved, etc. On the basis of their distinguished features, the media may be divided into the following broad categories: Press (Newspapers and Magazines) , Radio elevision iv) Outdoor media v) Direct mail vi) Miscellaneous Let us discuss the characteristic features of each of these media and their suitability for different purposes.

9.3.1 Press Media Press medium is a print medium which comprises of newspapers and magazines. The main difference between newspapers and magazines is the periodicity of their publication. Newspapers are published daily, whereas magazines are published periodically 'weekly, fortnightly, monthly, quarterly or biannually. In both cases, however, the messageis conveyed through words in print, sometimes along with pictures or Words as possible, s o also the in print can be made as attractive, appealing and .-

accompanying picture. But newspapers and magazines have certain distinct features of which are outlined below. Newspapers : Published in different languages, newspapers are widely and regularly by the educated public. Reading newspaper is the daily habit 'of many people in cities and towns and some literate people in the villages. Many have also become accustomed to advertisements in newspapers and look for them as sources of information. The circulation of some of the national dailies in India runs into several millions. Newspapers published in regional languages have also wide circulation, sometimes in more than one state. Thus, as a medium of advertising, newspapers reach a very large number of people. Secondly, newspaper advertising is relatively cheaper than other media like radio and television. The space to be used can be decided in accordance with the need and cost involved. Thirdly, newspapers provide the facility of repealing the message every day, if necessary. Besides, in case of urgency, there is scope for inserting an advertisement without much loss of time. Finally, it is possible to select a particular newspaper suitable for the audience in view. For national coverage, a newspaper which has nationwide circulation can be selected. For regional coverage, a newspaper in that regional language can be selected. Since newspapers are read by the general public, they may be used as suitable media for goods of mass consumption. Many people read the newspapers in the morning and put them aside afterwards. So, the life of the advertisement in a newspaper is short. Magazines : Magazines are also called periodicals as they are published at periodical intervals-weekly, fortnightly, monthly and so on. Different types of are published for different categories of readers. For example, there are popular general magazines containing feature articles, news and stories India Today, Illustrated Weekly, Yug, etc. There are magazines children Target, Chandamama, etc.) which include stories of interest. There are like Business India, Fortune, Commerce, etc., for businessmen executives. Similarly, there are sports magazines Sports Week, Sports Star, etc.), women's magazines Femina, Women's Era), professional magazines Indian Journal of Marketing, Indian Medical Journal, etc.), film magazines Star Style, Filmfare, etc.) and so on. From the point of view of circulation, magazines are as widely read as newspapers. On the other hand each magazine has a distinct category of readers. Since magazines are have longer life than newspapers. Thus, generally read over a period of advertisers use magazines as media selectively according to the audience to be For example, medical books, drugs, surgical equipment, medical instruments, etc., are generally advertised in medical journals. Manufacturers of office equipment, computers, etc., advertise their products in business magazines, trade journals, and so on. On the whole, the cost of advertising in magazines is relatively cheaper compared'to other media like radio and T.V. magazines have certain limitations. One relates to the timing of publication which is periodical. Although the published advertisement has a longer life, they are published periodically and not daily like newspapers. The other limitation is the lack of flexibility in the choice of size and design of the advertisement. The design cannot be changed as quickly as in the case of a newspaper. Moreover, the circulation of a magazine does not always indicate the number of readers or the time devoted by the readers in reading it. A magazine having limited circulation may be read more thoroughly or it may be read by many more persons than another magazine with a large circulation.

9.3.2

Radio

as a medium of advertising has become increasingly popular in India due to the av ilability of radio sets at prices which people of low income can also afford. In India radio are owned by a large number of population. Thus, advertisement appeals can reach the general public in different parts of the country very conveniently through radio broadcasts. In India advertisements are broadcast by the All India Radio (Vividh Bharati Programme) in specified channels. Radio Pakistan and Radio Ceylon also broadcast the advertisements for Indian population. As a mass medium, radio broadcasting is well suited for various consumer goods having a mass appeal such as movies, electric fans, refrigerators, sewing machines, leather goods, travelling bags, etc. The advantage of radio advertising is that, being an audio medium, it does not require education to receive the

AdvertisingMedia

Marketing

message. The listeners need not be literates. Besides, the message which is orally communicated may be more impressive than the message in print. The limitations of radio advertising are: 1) it is more expensive than press advertising, 2) the life of the advertisement is very short, and 3) it is difficult to remember the message in detail.

9.3.3 Television importance of television as a medium of mass communication has significantly over the last 15 years. But its importance as a medium of advertising has increased in grown with the use of satellite transmission and establishment of more relay stations to cover the remote parts of the country. Individuals who cannot afford to buy TV sets are able to watch TV Programmes in community centres and public places. Use of television for advertising is increasing in recent times due to its extensive coverage and the impact of visual communication on the viewers. Its combination of sound, vision and movement permits the use of advertisement to demonstrate the product and its advantages. For this reason this medium is more effective than the press and radio. The major limitation of this medium is the heavy cost of advertising, particularly for advertisement before or after popular programme, known as prime time. Hence, only the large enterprises are in a position to make use of this medium. Another limitation is that the duration of a commercial advertisement is only for a few seconds. Also viewers often find it difficult to assimilate a large number of advertisements within a short span of time.

Outdoor Media Outdoor media of advertising refer to the media used to reach people when they are out of doors or travelling rather than at home or in the office. Pamphlets, posters, hoardings (bill boards), neon signs, and electric displays come under this category of media. Pamphlets (printed handbills) are quite often used as a medium of advertising for sales promotion in a local area. Pamphlets are distributed among passers by at street crossings, railway stations or bus terminals, roadside market places, etc. Posters (message printed on Paper) are generally fixed on walls, roadside pillars lamp posts, etc. Posters are also fixed inside public transport vehicles like trams, buses and railway coaches. In these cases space is provided on payment. Neon signs and electric displays are usually installed on roof tops or at busy street crossings so as to draw the attention of people. These are visible only in the night. Hoardings (bill boards) refer to large boards carrying the message, sometimes with life size pictures, and installed at public places. Hoardings are specially designed to draw the size of the hoardings is normally large, advertisement is attention of the public. As visible from a distance. Outdoor media like pamphlets, posters, neon signs, electric displays and hoardings have different degrees of attention value. Pamphlets have temporary impact on the people who receive them when they are passing by and often have other matters in their mind. Posters have the disadvantage that only those who look at them may notice their existence. Besides, posters in public places are likely to have a short existence to superimposition of other posters or their removal by other postening agents. Neon signs and electrical displays normally attract more public attention but these are effective only during the night time. Hoardings have the maximum attention value due to the big size and installation at prominent locations. The cost of hoardings is quite high due to the heavy initial expenditure required for its rent to be paid for locating it a t a public place is also preparation and installation. quite high. Neon signs and electric displays involve fairly high initial costs for preparation and installation. It also involves considerable recumng expenditure for use of neon gas or electrical energy besides rent to be paid for location at public places. Posters fixed on walls or pillars may be initially less expensive. Posters fixed on the space provided in public transport (buses and railway coaches) involve payment of periodic charges. However all outdoor media are by and large less expensive than radio and television advertising.

9.3.5

Direct Mail

Sending personalised letters by post to the prospective customers is a method of of circulars advertising which often pays. These communications are mostly in the

and sometimes by catalogues or price lists. The idea behind letters is to approach the customers directly with the advertising message and to arouse his interest in the product or service with detailed explanation in a convincing manner. A is carefully with personalised wordings. mailing list is thus prepared and the The message having a personal touch is expected to be more effective. The may be elaborated and hence likely to be more convincing. Addressed to individual, name, the message can draw the attention of the customer without distraction from competing advertisements. Direct mail cannot be a suitable medium for advertising products meant for public use on a mass-scale. It is best suited for products where the people to be contacted can be easily identified. For example, a company manufacturing or distributing pharmaceutical products (medicines) may easily identify the doctors or chemists for direct communication of information relating to the products. Similarly, a book publishing company may conveniently identify university teachers and send circular letters to promote the sale of its publications. But, for promoting the sale of (say) toilet soap or wrist watches, or pen direct of advertising. It would be expensive and time consuming to mail is not a suitable circular letters to innumerable consumers of such products who undertake direct sent by post to prospective are widely scattered. Booklets, pamphlets, catalogues, customers also come under direct mail. These are also suitable only in the case of a selective group of customers.

9.3.6 Miscellaneous

Apart from media discussed above, there are several other types of media used for advertising. Some such media are slide projection in cinema houses, films, exhibitions, display in show-cases, etc. Calendars, diaries, key-rings, purses, paper weights, etc., imprinted with a message along with the advertiser's name and address are also considered as advertising media. Projection of slides in the cinema theatre before and during the film show is one of the cheaper means of advertising. Projection of short-films before the commencement of feature film is a relatively more expensive medium of advertising. But it has the advantages similar to that of television advertising. Moreover these short films are usually of longer duration (about 5 minutes) than TV commercials. However, slides films are viewed only by local people present in the theatre during the show time. Exhibitions also provide opportunities for advertising goods. Consumer goods can be displayed and the use of industrial goods like machinery, can be demonstrated in the . exhibition. The limitation of exhibitions is that duration is restricted to a specified period. Show cases displaying goods arc located in public places like railway stations, ,bus to attract the attention of the public. Rent is payable for the space. main features of Attractivenessof the products and the manner they are displayed are this advertising medium.

Check Your Progress A 1 What is an advertising medium?

2 Which of the following statements are True and which are False? i) Newspaper advertising is relatively cheaper

television advertising."

As advertising media, specialised magazines an: most of daily use.

for consumer goods

Radio advertising is not as effective as television advertising. ,

Many more consumers can be reached through newspapers than through radio broadcasts.

v) Hoardings have greater attention value than posters. vi) Direct mail is most suitable for advertising consumer goods.

Advertising Media

Match the items in Column A with the items in Column B.

Marketing

a) b) C) d)

i) Radio ii) Television iii) Newspaper iv)

Print medium Visual medium Audio-visual medium Audio medium

REQUISITES OF AN IDEAL You have learnt about

characteristic features of different media. Now let us learn what of Broadly speaking, the ideal medium

should have the following )

The medium should be target audience.

as to reach the largest possible number of the

2) Message: It should be possible to convey the message adequately through the medium.

3) Economy: The medium must be economical from the point of view of cost. 4) Flexible: It should provide flexibility of size, design, 5) Scope of repetition: The medium should provide adequate scope for repeating message, if necessary, at frequent intervals.

6) Effective: The use of the medium should result in achieving the goal of sales promorion.

9.5

EVALUATION OF MEDIA

You have learnt about various media and the requisites of an ideal medium of advertising. Now the question is which can be regarded as the best medium. As a matter of no single medium can be considered suitable in all situations. For this, let us media in the light of the characteristics of an ideal at Table 9.1 for comparative study of various media. Table 9.1 Features of Advertising Media Newspaper

Magazine

Television

Outdoor -

Maximum

Viewers nre less listeners of radio

Mostly by

circulation among educated people

Reaches Restricted circulation among educa- number ted people people

Duration of attention

Very Short period of one or

Extended over a or more

For a few seconds

Brief

Brief nttention,

Cost

Variable according to space

Less expenexpen- Most sive than sive newspaper newspapers magazines

Less expensive newspapers except for bill boards

Moderately expensive. Depend size of mailing list.

Flexibility size, design, etc.

Highly flexible

Less flexible Restricted Restricted than news- flexibility flexibility papers depending due to high on available cost dcpentime ding on able time

Moderately flexible depending on

Highly flexible

Goods for

Industrial and goods

Circulation or reach

Suitability

consumption

Radio

For a few seconds

Goods for mass

people

Limited to members on the mailing list

Mass consu- Goods with Goods having mption goods brand names defined mnrkets

of audience

Possible for and linguistic selectivity

Greater degree of selectivity

Repetitive value

Possible to repeat every day

Quick Restricted frequency repetition possible of publication

Limited. Possible for and linguistic selectivity

Limited. Possiblefor regional and linguistic selectivity

Regional selectivity

Quick repitition possible

every Depends on the frequency of mailing prospect passed it

degree

, of selectivity

If you the table carefully, you will that no single is all the requisites of an ideal medium. Each mediurn is ideal in some aspects and not ideal In have wide circulation, flexibility, scope for others. For instance, newspaper and audience selectivity, etc., but they are not suitable for communicating to illiterate people. medium. Television is a visual media which is very effective, but it is the local advertising only.. Direct mail Radio does not have visual impact. Outdoor media is not suitable when the prospective customers are very large. 'Thus, a particular medium but not suitable in others. Hence, you have to careful in may be suitable in one the selection of the medium and make your according to requirements of a given situation.

CHOICE OF You have learnt that these are different types of available for and each medium had certain characteristics of its own. No single medium all the ideal may not suitable in features. A particular medium which is suitable in one other situations. So the manufacturer or distributor (trader) is required to select more media which will be most suitable for his purpose. The following factors influence the choice of media: 1) Character of the media 2) Nature of the product to be advertised 3) Type of audience 4) Coverage 5) Cost

1 Character of the medium: To judge the suitability of

medium, the characters of aspects of different types of media should be analysed on a factual basis. the media are to be considered before choosing any particular

a) The geographical coverage of the medium b)

regional or local.

duration of exposure of the message to

c) Method of

audience.

visual, oral, both visual and oral, etc.

Power of the to reach special of audience children, ladies, business executives, etc. This is also called audience selectivity. e) Scheduling flexibility is another a advertisement takes time than producing a newspaper advertisement. Similarly, withdrawal of advertisement with a short notice is not possible with quality of the media. advertisement g) Degree of permanence or durability in the sense that how long before prospective customers' or their grasp. A TV advertisement continues delivering the same disappears within a few seconds whereas an message to the passing public for a year or more. Thus for a large a medium with will more suitable. To build up brand image, frequency of exposure may be important to provide very detailed information than duration of exposure. On the other about the product, duration may be more important. Demonstrating the usefulness of Polaroid camera may require a medium to make oral and visual To advertise ladies garments it may be useful to select women's magazines like the Femina or Era.

Advertising Media

Marketing

2 Nature of the product: Consumer goods need to be advertised with different types of appeal for effectiveness. Familiar goods of daily consumption do not require elaborate machinery may require technical details to be explained. description, while The size of advertisement and the time of exposure required vary according to the nature of the products. Again, advertisement for consumer goods can reach the largest possible number of people through mass media like newspapers, radio and'television. But industrial goods may be more effectively advertised through trade and technical is best done in multi-colour printing in magazines. Advertisement of magazines. 3 Type of audience: Media habits of the target audience to be reached is one of the important factors to be considered while selecting the medium. If the target audience are illiterate, press medium (newspapers and magazines) is ineffective. Similarly, if the is a target customers are in villages where there are no TV sets, advertising by waste. The most effective medium to reach housewives in the urban areas may be the radio or television, and for-business executives it may be a professional magazine. Therefore, the characteristics of the target customers with respect to media are very important in selecting proper medium.

4 Coverage: How many and what percentage of the potential buyers can be approached through each possible medium are also determining factors in the choice of a medium. One medium may be able to reach more number of target customers than the other media. Therefore, medium which can reach the maximum number of target customers should be For instance, if target audience are illiterate and do have TV sets, short films in the cinema halls may be more effective. Similarly, the number of doctors who can be reached through direct mail is expected to be more than the number who can be reached through any other medium. To advertise sewing machines to the urban customers, women's magazines may be more appropriate as the appeal will reach many more ladies through this medium.

5 Cost: The most important factor determining the choice of a medium is the cost involved. Cost of a medium may be analysed in two ways: 1) absolute cost, and 2) cost related to audience size. Absolute cost is the actual charge for buying a certain amount of time or space in a medium. If the small firm had set aside a small amount for advertising, it cannot afford to use an expensive medium. For instance TV is a very expensive medium whereas newspaper advertising is relatively cheaper. However, what is important is not the absolute cost of using each medium but the size of the target, audience reached in relation to the cost. Relative cost is a comparative cost. It is the absolute cost related to the size of the audience served by the choosen medium. For instance, charges for a full page advertisement in two different magazines may be exactly the same. But if one magazine has a circulation of 3 lakh and the other has a circulation of 4 advertisers choose the second magazine as it reaches more number of customers for the same money.

9.7 ROLE OF ADVERTISING AGENCIES In advertising, we find three major participants: 1) media owners, 2) sponsors, and 3) advertising agencies. The owners of different media may be regarded as the sellers of space or time for the respective media, while the buyers of the media space or time are the sponsors or advertisers. The advertisers and media owners in many cases directly deal with and conditions with each other, The advertiser selects the medium and negotiates the the media owners, who have prescribed rates depending on the size, design, duration, etc., of the advertisement. Large manufacturing companies often have expert staff of their own decide on the media according to budgetary allocation for to design the advertisement advertising and sales promotion. years, advertising agencies have developed to the advertising However, over function on behalf of the advertisers. The and expertise which the advertising agencies enable large companies to take advantage of their services on payment of a 'fee' or 'commission' besides the cost of preparing the layout, design, etc., of advertisement. Most of the agencies handle all aspects of advertising including media selection on behalf of their clients. These agencies perform an role in providing as media specialists which the would not be able to develop in their own organisation. Some of the agencies are also enlisted with the media owners as

recognised agencies for grant of discount on the contracts for space and time. part of this discount is shared with the client advertisers of the agencies. Thus, the area of between the advertisers media owners is reduced.

Advertising Media

Progress B Check 1 List the features of an ideal medium of advertising?

2 What is the main difference between TV medium and Radio medium?

3 Which of the following statements are True and which are Fnlse? i)

The life of the advertisement message is shorter in newspaper medium compared to magazine medium.

ii)

An ideal medium is always least expensive.

iii) Advertising agencies take up the responsibility of distributing the goods. iv) If the target customers are illiterate, press is not a suitable medium for advertising, v)

Direct mail is the best medium when the target customers are very few.

vi) Outdoor media is suitable for advertising at national level. vii) TV medium is the most effective but also the

expensive medium.

Professional magazine is suitable for advertising sophisticated electronics equipment. .

4 Match the items in Column A with the items in Column B. Column A

Column B

i) Toys ii) Demonstration iii) Few customers Customers in small area Sarees

a) b) c) d) e)

TV Hoardings Children's magazines Women's magazines Mail order

9.8 LET US SUM UP The method or means adopted to communicate the message of advertisement is known as the of advertising. The growth of large scale industries and development of modem methods of communication have added to the importance of advertising through of mass appeal. The media not only facilitate communication of the different sponsored message but also enable repetition of the message as often as necessary. Use of a particular medium also makes it possible to convey information in as much detail as advertising provides useful support to personal selling. required. Above The various types of media which advertisers use may be divided following and magazines), (ii) radio, (iii) television, (iv) outdoor categories: (i) press media, (v) direct mail, and (vi) miscellaneous. Press medium consists of newspapers and magazines. The main difference between these two types is that the newspapers are published daily while magazines are published periodically weekly, fortnightly, monthly, etc. As a medium of advertising, newspapers serve the purpose of reaching a very large number of literate people. It is

Marketing

relatively cheaper than or television. It provides scope for repeating the message every day, i f necessary. The advertiser can also select newspapers with national or regional or local coverage as This is suitable for advertising the products of mass But, newspapers have a temporary on the readers. Magazines are published periodically and reach different categories of literate people. Magazines are not the other hand, each magazine has a distinct category of as widely read newspapers. readers. Thus, magazines may be used selectively according to the audience to be reached. there is a time gap between the publication of magazines. Besides, it does not provide adequate flexibility in the choice of design, size, etc., of the advertisement. The circulation of does not always indicate the of readers. broadcasting is very suitable for consumplion goods and products As a mass medium, having mass appeal. The listeners include all categories of people who or may not be literates. communication relatively more impressive than printed messages. But the message repetition as it is difficult for the listeners to what they have heard. Moreover, it is a more medium than press advertising. advertising television become increasingly popular. Its effectiveness For as a is much the radio due to the combination of sound, vision and movement. goods of all types are widely advertised through television. The limitations of this medium are: i) heavy cost involved, and the duration of the message telecast is very short, hardly a couple of seconds. And it is difficult for viewers to assimilate a large number of advertisements within a short span of time. of advertising is the medium used to reach people when they are out of Outdoor doors in this category are: pamphlets, posters, hoardings, neon signs, electric displays. These media have different degrees of attention value. There are differences in cost of using these outdoor media, the more expensive being the neon signs, electrical display. On the whole, however, outdoor medium is less than radio television advertising. sales letters, bulletins, booklets, catalogues, etc., mailed to individuals Direct directly by the advertiser. Of these, the sales letters are expected to be more effective as they convey the message with a personal touch. Also it permits detailed explanation to be conveyed in a more convincing manner. communication can be more impressive. can draw the customers attention without distraction from competing The medium is more suitable for advertising products to a selected category of identifiable persons. Several other types of media used by advertisers are: slide projections, films, exhibitions, display in show cases, and free distribution of calendars, diaries, key rings, purses, etc.. with a short message. of advertising should have the following characteristics. Widest reach or The ideal coverage, adequate communication of message, economical, flexible, scope of repetition, frequency of exposure, and effective from the point of view of results. N o single medium is having all these ideal features. Each medium is ideal in some aspects and not ideal in other aspects. The of a suitable medium is influenced by the following factors: (1) character of the media, (2) nature of the product, (3) type of audience, (4) coverage, and (5) cost. Advertising agencies perform the useful functions of providing expert services as media specialists to the large advertisers on payment of a fee or commission. They handle all aspects of advertising including media selection on behalf o f their clients.

9.9 Media: Communicating messages through sound produced as in tbe case of radio.

words spoken or

Audio-visual Media: Communicating messages by means of sound as well as

notes as in

the case of TV.

Media:

of communicating advertising message, the vehicles of

communication.

Selling: Selling through salesmen.

Print Media: Communicating message through newspaper and magazines.

9.10

USEFUL BOOKS

Bhushan, Y.K., 1987. Fundamentals of Business Organisation Chand Sons: New Delhi. (Part Seven, Chapter 4).

Management, Sultan

Philip, 1986. Marketing Management-Analysis, Planning and Control, Hall of India: Delhi. (Chapter 20).

1988. Business Organisation and Management, Kitab Sing, B.P., and T.N. Mahal: Allahabad. (Part one, Chapter 25). M.S., 1985. Principles and Practice of Business Organisation Kitab Mahal: Allahabad. (Section Six, Chapter 25).

Management,

K. Zeigler, 1984. Advertising, Tata

L. Winter Jr., and Wright, John S., McGraw-Hill: New Delhi. (Chapters 1, 2

4).

9.11 ANSWERS TO

YOUR PROGRESS

i) True False 3 i) d

ii) False

B 3 i) True vi) False

ii) False vii) True

ii) a

4 i) c

iii) True

iv) False

iii) a

iv) b

iii) False True

iv) True

iv) b

v) True

v) True ,

v) d

9.12 TERMINAL QUESTIONS 1 What do you understand by advertising media? Discuss the importance of media for advertising. 2

the features of the following media of advertising : i) Radio ii) Newspaper Television

3 What is meant by outdoor media of advertising? Mention at least three outdoor media and explain their features.

4 Discuss briefly the features of an ideal advertising medium. What are the factors to be . taken into consideration while choosing a suitable medium? 5 Write short notes on the following:

i) Direct mail as a medium of advertising ii) Role of advertising agencies iii) Advertising through iv) Cost of advertising as a determinant of suitable medium.

Note: These questions will help you to understandthe unit better. Try to write answers for them. But do not submit your answers to the university. These are for your practice only.

Media

UNIT

TRADE AND OF DISTRIBUTION

Structure 10.0 10.1 10.2 10.3 10.4 10.5

Objectives Introduction Home Trade and Distribution System What is a Channel of Distribution? Functions of Channels of Distribution Channels of Distribution Used 10.5.1 Channels of Distribution used for Consumer Goods 10.5.2 Channels of Distribution used for Industrial Goods

10.6 Factors Influencing the Choice of Channel 10.7 Types of Middlemen 10.7.1 Functional Middlemen 10.7.2 Merchant Middlemen

10.8 10.9 10.10 10.11 10.12 10.13

Role of Middlemen Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Questions

10.0 OBJECTIVES

studying this unit, you should be able to:

explain home trade and the nature of distribution system state the meaning and functions of channel of distribution describe the common distribution channels used outline the factors influencing the choice of a distribution channel explain the role of middlemen in the distribution system distinguish between different types of middlemen

10.1 INTRODUCTION As in the modem society the production of goods takes place on a large scale in factories concentrated in few localities while the consumers are scattered throughout the country. For instance, textile mills are concentrated at a few places like Bombay, Ahmedabad, Coimbattor, etc., while the cloth is used by all the people in the country. Similarly cars are manufactured at Delhi while the users are spread in all parts of the country. Samething is true of agricultural commodities. Apples are produced in Valley and Pradesh whereas they are consumed by people throughout the country. Another such example is tea which is mainly produced in while it is consumed everywhere in the country. Thus, in most of the cases goods are produced at one place while are consumed at various other places. It is not possible for the consumers to know the goods are produced and contact the producers directly. Similarly, it is not possible for all the producers to contact the consumers directly and sell the goods. Hence, it is essential to move the goods from the place of production to the markets where consumers can buy them, Otherwise, production has no value and it becomes waste. which arise due to time lag between and consumption. There is another The goods produced are not at point of time. Some produced-throughout the year, but is seasonal. For example, umbrellas and raincoats are used only during rainy season, woollen are used only during winter season. In some other cases, goods are produced during a specific season while they are consumed continuously the year. For example are produced by farmers during a particular season and are consumed throughout the Thus, in many cases, there is time lag between production and consumption.

Marketing

Producers and consumers are, thus, separated by place and time. Production has no value Hence unless goods are supplied to the consumers at the right place and at the right the distribution of goods assumes importance in the business operations. It the distribution system which moves the goods from the place of production and make them available to the the right place and right time. In this unit you will how the distribution system facilitates the flow of goods from producer to consumer and what channels are generally used for the distribution of consumers' and producers' goods. You also study the factors that affect the choice of a channel and the role of various types of middlemen involved in the distribution system.

HOME TRADE AND DISTRIBUTION SYSTEM As you know that the goods produced in a country can be sold within the country or and purchase) goods takes place within outside the country. When the exchange the boundaries of a country, it is known as home trade. It is also called trade. of a country, it is Similarly, if the exchange of goods takes place across the called foreign trade. You will learn in detail about the foreign trade in Unit 12. In this unit we will discuss about the home trade only. You know a large variety of goods are traded within the in markets located in cities, towns and villages. You can notice small shops such as provision stores, medical stores, cloth stores, etc. which display a variety of goods for customers to buy. You will located in s where the customers can conveniently reach observe that these shops and make their purchases. All the goods sol in these shops must have been produced elsewhere either in the factories or the agricultural farms. How the goods produced in reach these shops located in cities, towns villages? Somebody the factories or must have taken that responsibility and performed various functions necessary to move the products from the place of production to the places where the consumers can buy. The system which is concerned with the movement of goods from the point of production to the pdint of consumption may be called distribution system. The distribution system performs a variety of functions to ensure the smooth and continuous flow of goods. We can list the functions of a distribution system as follows:

1) Buying and Assembling: For selling the goods, they have to be bought first. For buying the goods, it may be necessary to contact producers in different places. Purchases must in adequate quantities so that it becomes economical for handling. In this be process, goods may have to be procured from different sources of supply and assembled till the time they are sold. in a warehouse or 2) Standardisation and Grading: To facilitate the sale and purchase of goods, different varieties must be sorted out so that goods of uniform quality may be offered for sale. Manufactured goods are generally graded according to size, shape, colour, quality etc., at the time of production itself. So there is no need for grading afterwards. But agricultural products have to be graded according to the differences in their quality do not undertake grading before they sell them in the because the market.

3) Branding: The producers often select their own brand names for the goods they brand names help easy identification of the goods offered for sale market. Postman oil, soap, Onida TV, Brooke Bond Coffee, etc. By using brand name the producer or seller tries distinguish his products from other competing brands.

4) Packing and Packaging: Certain types of goods have to be put in proper containers or packed properly to prevent damage in course of transportation or storage or handling. other hand, presenting goods in convenient packages, boxes, tins, or bottles, is On necessary for easy handling by buyers or for resale. Thus, packing as well as packaging of goods is necessary to facilitate the sale of goods. Besides these major functions there are certain other functions like transportation, risk market information, financing, warehousing, etc. All these are to be performed by various agencies involved in the distribution system. .

Your 1) Distinguish between home trade and

.--

Home Trade and Channels Distribution

2 Which of the following statements are True and which are False?

i) Distribution means only buying and selling of goods. ii) Brand names help buyers to identify the products easily. Grading and

mean the same thing.

iv) The distribution system means transportation of goods from factories to markets. v) Collection of goods from different sources of supply is known as assembling.

3 State whether the following transactions come under home trade or foreign trade. A wholesaler in Bombay sold goods to a retailer in Delhi. ii) Mr. Mr.

bought a colour TV for his personal use from a dealer in Delhi. Later migrated to Nepal and carried the TV with him.

iii) A wholesaler in Madras bought cameras from a manufacturer in Japan. iv) A Manufacturer in Hyderabad sold leather goods to a wholesaler in London.

10.3 WHAT IS A CHANNEL OF DISTRIBUTION? You have learnt that the distribution system is concerned with the movement of goods from the point of production to the point of consumption which involves a variety of functions. You also learnt that such functions are performed by various agencies involved the in the distribution system. The main participants in the distribution system are: manufacturers, the intermediaries, the facilitating agencies, and (iv) the consumer's. Let us study the role of each participant. Manufacturers produce the goods. In the distribution system this is the starting point for intermediaries, are involved in direct the goods. The second category of participants negotiation between buyers and sellers whether or not they take title to goods. These various products, identify the needs intermediaries locate the manufacturers of the consumers and distribute the goods. In process they various functions like buying, selling, assembling, standardisation and grading, packing and packaging, risk bearing, etc. Facilitating agencies are the independent business organisations other than originalors to users. These 'intermediaries. They help the distribution of goods agencies facilitate the smooth distribution of goods from producers, through intermediaries, to consumers. The major facilitating agencies are advertising agencies, banking institutions, insurance companies, transportation agencies, and warehousing as 'aids to trade' in Unit 1. The fourth companies. You have learnt about these consumers, are the destination category of participants in the distribution system, for goods in the distribution system. the Channel of distribution is mainly concemed with second participant The term 'Channel of Distribution' refers to the route taken by goods as producer to the consumer. This flow of goods may mean its physical they flow the transfer of title (ownership). Channel of distribution is mainly distribution concemed with the transfer of title to a product which may be effected directly or through a chain of intermediaries. You know most producers do not sell goods directly to the consumer. They make use of a variety of intermediaries known as middlemen. These middlemen who take title to goods or assist in transferring the title to goods as they move the producer to the consumer are called the channel of distribution. Thus, the channel of distribution is a network of institutions that a and coordinated functions in the movement of goods from

10.4 FUNCTIONS

CHANNELS OF

functions performed by channel of distribution may be grouped as follows:

three categories

Marketing

. Transactional Functions 2 Logistical Functions 3 Facilitating Functions

1 Transactional Functions: Functions necessary to a transaction of the goods are called transactional functions. Buying, and risk bearing functions come under this category. Participants in the channel of distribution undertake these three functions. Producers sell the goods and intermediaries buy them. Later intermediaries sell the goods and consumers buy them. Because of this buying and selling by the channel participants, title to goods change hands and goods flow from producer to consumer. If there is no willingness for buying and selling, there would be no When goods are bought, it involves risk also. For instance, an intermediary bought goods from the producer with the intention of selling at a profit. But he incurred loss due to fall in price. All the participants in the distribution channel assume such risk of loss.

functions: The functions involved in the physical exchange of goods are called logistical functions. Distribution channel performs some functions like assembling, storage, grading and transportation which are essential for physical exchange of goods. Goods are assembled in sufficient quantity to constitute an efficient selling and shipping quantity. Sometimes, it is also necessary to assemble a variety of goods to provide an assortment of items desired by buyers. Grading and packing of goods facilitate handling and sale of goods promptly. Proper storage of goods prevents loss or damage as well as helps regular supply of goods to consumers whenever they want. Transportation goods available at the place at which the buyers are located. In the channel of distribution all these functions are performed so that various types of goods may reach the market place at proper time and may be conveniently sold to the ultimate consumers.

3 Facilitating functions: These furictions facilitate both the transaction as well as physical exchange of goods. These facilitating functions of the channel include postpurchase service and maintenance, financing, market information, etc. Sellers provide necessary information to buyers in addition to after-sales services and financial assistance in the form of sale on credit. traders are often guided by producers to help them in selling goods, while the traders also inform producers about the customers opinion about the products. Thus, the channel of distribution performs a variety of functions such as buying, selling, risk bearing, assembling, storage, grading, transportation, post purchase service and maintenance, financing, market information, etc. But the relative importance of these vary according to the nature of the goods. For example, transportation and functions storage are more important for perishable goods and bulky materials, such as coal, petroleum products, iron ore, etc. the case of automobiles'and sophisticated goods like computers, after sales service is very important.

10.5 CHANNELS OF DISTRIBUTION USED You have learnt about the nature and functions of channels of distribution. We shall now discuss the channels of distribution by the producers. We can classify the distribution channels into two broad categories: (1) direct channels, and (2) indirect channels (use of middlemen).

1 Direct Channels: When producers sell their goods directly to the consumers it is called a direct channel. No middlemen is present between the producer and the consumer. They' establish direct link with the consumers through travelling salesmen or through their own retail shops or show-rooms. The producer or manufacturer may employ salesmen to book orders by contacting users, and supply may be arranged from the stock held by the producer himself. Alternatively, the producer may set up retail rooms in different localities and directly to the customers as shown below. . Travelling Salesman

36 . ,

2 Producer

Consumer Consumer

2 Indirect channels: In the case of all the products it is not possible for the manufacturer to supply goods directly to the consumers. So may be middlemen like wholesaler, retailer distribution. When the and mercantile agents may be engaged in the middlemen are engaged, it is called an indirect channel. As shown below, there could be four indirect channels. 1 Producer 2 Producer 3 Producer 4

Retailer Consumer Wholesaler Consumer Wholesaler Retailer Agent Wholesaler

Consumer Retailer

Consumer

The manufacturer may supply goods directly to retail traders. In this case the producer ascertains the requirements of retailers at periodical intervals and goods supplied the accordingly. As and when required, the retailer may also procure goods located in that region. In the same way, the producer can supply producer's goods to the consumers by using the services of the wholesale trader. Alternatively, the producer can use the services of the wholesaler as well as the retailer. In this case the manufacturer may supply his products in bulk to wholesalers.The retailer may buy periodically from the wholesaler and sell the same to the consumers located in his locality. Another alternative channel of distribution consists of mercantile agent, wholesaler and retailer. In this case, the manufacturer deals with a mercantile agent. Then the wholesalers buy the goods from the agents and sell the same to retailers. In turn the retailer sells it to the ultimate consumers. We have understood that there are a number of channels of distribution prevalent. Let us 'now examine how these channels are varying from type of product to another type. Basically we can classify the goods into categories: 1) consumer goods, discuss briefly about the channels of distribution for and 2) industrial goods. Let these two categories of products.

10.5.1 Channels of Distribution Used for Consumer Goods As you know, the goods which are consumed by the household consumers are called consumer goods. Under this category you can find a very wide range of items such as food items, stationery, cars, clothing, shoes, household electrical appliances, TV sets, transistors, etc. The channel of distribution used for different not the same. Channels are different from one type of product to the other. Look at Figure 10.1 carefully. It gives the idea about the channels of distribution for some of the consumer goods. ,

As shown in the figure, sometimes consumers go directly to the factory and buy the goods or order the goods from the catalogue. Durable consumer goods like cars, clothing, furniture, textbooks, shoes, etc., are generally distributed through retailer. In many cases showrooms are established by the manufacturer himself which undertake the retail trade. For example, Bata Shoe Company shoes through its showrooms. Consumer goods like auto spare parts, stereos, video recorder, etc., are distributed through wholesalers and retailers. Consumer goods of daily need like foodgrains, sugar, salt, edible oil, soap, paper, pencils, are generally distributed through agent or broker, wholesaler and retailer.

-10.5.2 Channels of Distribution Used for Industrial Goods As you know, the goods which are consumed by industry for further production of goods are c lled industrial goods. Under this category there are a variety of products such as machinery,equipment, industrial raw-materials sugarcane, cotton, coffee, oilseeds, iron ore, etc.), electrical and electronic components, etc. The channels of distribution are not similar for all the products under this category. Look at Figure 10.2 carefully. It presents the channels of for some of the industrial goods. High value industrial goods like mainframe computers, aircraft, heavy machinery, etc., are supplied directly to the buyers. In these cases manufacturers procure orders by mail on the basis of catalogues and price lists. Sometimes salesmen also used to contact the buye s. Relatively less expensive items like trucks, conveyor etc., are supplied through distributors. You know industries consume many agricultural products. For instance, tea leaves are processed to prepare tea powder which we for preparing tea. Agricultural products like corn, coffee, etc., are procured by the industrial buyers through' agent middlemen. When electrical components are imported from foreign markets, they are procured through an agent and industrial distributor.

Home Trade Distribution

Figure 10.1 Channets of Distribution for Consumer

Producer

Whotesaler

Wholesaler.

Retailer

v Consumer

Consumer items

Catalogue shopping Direct factory buying

Cars Furniture Textbooks

Stereos Video recorders . Auto parts

Figure 10.2 Channelsof Distribution for Industrial Goods

Mainframe

Aircraft

Machinery

Conveyor systems

Trucks

Industrial food products (corn, coffee, soybeans,

Electrical Components from foreign markets

10.6 FACTORS INFLUENCING CHANNEL

CHOICE OF

We have learnt that there are a number of for distributing the goods. There are direct channels and indirect channels, short as well as long channels. We also learnt that the different channels are used for different types of products. When there are alternatives available, the selection of an appropriate channel becomes a very important decision for the producers. The choice of channel for distribution of any product should be such that it effectively meets the need of customers in different markets at reasonable cost. The following factors generally influence the choice of the channel of distribution : 1 2 3 4 5 6 7 8 9

Distribution policy Characteristicsof the product The target customers in view Supply characteristics Types of middlemen in the field Channel competition Potential volume of sales Costs of distribution Profits expected in the long-run

1 Distribution policy : Where the manufacturer is interested in distributing his products through all possible outlets, it is desirable to use more than one channel to reach the target This is known as intensive distribution policy. The purpose in this case is make the product available as near to the consumers as possible. Consumer use like pens, pencils, paper, soap, hair nil, etc., are distributed through goods a nymber of wholesalers and retail traders. If goods are meant for customers who are very particular about their quality and usefulness, manufacturers adopt a selective distribution policy. In that case, few selective channels which can be relied upon for their efficiency of operation are used. For examples, goods like computers and TV sets, which require special services, are distributed through selected outlets like dealers with established reputation of dealing in those products and having a sound financial position. Sometimes, companies, manufacturing complex machinery, scientific instrument, etc., appoint particular agents for distribution of the products. In other words, the manufacturers prefer a single outlet. The agents or distributors become exclusive dealers of the items because of their technical knowledge and experience of dealing in that is known as exclusive distribution policy. Thus, the choice particular product of the distribution channel is dependent on the distribution policy adopted by the producer of goods.

2 Characteristics of the product : The nature of the product influence the choice of channel. For example, perishable products like eggs, milk, etc., are supplied either directly through the channels. In the case of heavy and bulky products cement, where distribution and handling costs are more, short channels are preferred. Sophisticated electrical and electronics equipment which require careful are also generally directly or through short channels. On the other hand. long channels are found in the case of light-weight and small-size items like dress material, readymade garments, pocket calculators, stationery, toothpaste, toothbrush, etc. Similarly, simple mechanical products like electronic toys, time-clocks,etc., are supplied through long channels for intensive distribution.

3 Characteristics of target customers If the number of customers is large and geographical area is extensive, long and multiple channels are necessary for intensive distribution of goods. This is also suitable where the consumers are in the habit of making frequent purchases of small quantities at irregular intervals. Short channels and direct selling are possible in the case of few customers who purchase large quantities at regular intervals and they are concentrated in a small area.

4 Supply characteristics : Goods produced by a small number of producers concentrated in one region are generally distributed through short channels. Paiticularly this is more so if each producer controls a fairly large share of the market. Long channels are suitable if a large number of producers in different regions produce and supply the goods.

5 Types of middlemen : Availability of suitable middlemen in the channel of distribution

Home Trade and Channels of Distribution

is another factor in the selection of the channel. This is because different functions like standardisation, grading, packing, branding, storage, after sale servicing, etc., are expected to be by middlemen. Efficiency of distribution depends upon the size, location and financial position of middlemen. If the middlemen in a specific channel are dependable and efficient that channel may be preferred by producers.

Marketing

6 Channel competition : There are different situations in which manufacturers compete with each other for availing the services of particular wholesalers. Similarly, wholesalers often compete with each other to deal with particular retailers or carrying particular brands of products. Sometimes producers use the same channel which is used by their competing producers. If producer arranges exclusive distribution through a particular also do the same. Thus, selection of a channel may depend on wholesaler, other the competition prevailing in the distribution system.

7 Potential volume of sales : The choice of the channel depends upon

target volume of business. The ability to reach target customers and the volume of sales varies between different channels. One outlet may not be adequate for achieving the target in which case more channels need to be used. Of course, the competitive situation must be taken into account while examining the potential volume of sale through different channels:

8 Cost of distribution : The various functions carried out in the channel of distribution add to the cost of distribution. While choosing a channel, the distribution costs of each should be calculated and its impact on the consumer price should be analysed. A channel which is less expensive is Sometimes, a channel which is convenient to the customers is preferred even if it is more expensive. In such cases the choice is based on the convenience of the customers rather than the cost of distribution. 9 Long-run effect on profit : Direct distribution, short channels, and long channels have implications with regard to the profits in the short-run and long-run. If demand for a product is high, reaching the maximum number of customers through more than one decline in course of time if competing channel may be profitable. But the demand products appear in the market. It may not be economical then to use long channels. So, while choosing a channel one should keep in mind the future market implications well. Check Your Progress B What is a channel of distribution?

2 Distinguish between intensive distribution and exclusive distribution.

3 What is a direct channel of distribution ?

of the following statements are True and which are False?

Buying and selling of goods take place only once or twice in any channel of distribution.

ii)

Industrial industrial goods.

iii) Consumer

or dealer is an essential link in the channel of distribution of of daily use are distributed by manufacturers only through the

retail shops under their control. Traders not risks of loss or damage. v)

Larger the number of middlemen, longer is the channel of distribution.

vi) The purpose of markets nearest to the consumers. vii)

Home Trade and Channels of Distribution

storage and transportation of goods but also bear the

policy is to make

channels are suitable for the

light weight and

size articles.

viii) Efficiency of distribution depends upon the size and location of middlemen in the channel of distribution.

TYPES OF MIDDLEMEN Middlemen act as links between the producers or dealers of goods and the consumers. Broadly speaking, they may be divided into two categories: Functional'middlenien or mercantile agents middlemen

Functional Middlemen Those who undertake various marketing functions in the process of distribution of goods without having ownership rights are called middlemen. These functional middlemen operate on behalf of owners. They perform a specific function or undertake general functions relating to purchase and sale. These middlemen are also called 'mercantile agents'. Depending on the functions performed, the functional middlemen may be classified into five categories. Let us discuss about briefly. Factors: A middleman who keeps the goods of others and sells them with the approval of the owner is known as a 'factor'. The goods are normally in his possession or under his With the approval of the owner the factor can sell the goods as agent, or sell in his own name, or pledge goods in his possession, or can do all such acts as can be done by the owner of the goods. After the sale of goods, he receives the payment from the buyer. He receives commission'at a fixed percentage on sales from his principal.

2 Brokers: Middlemen who bring together the buyers and sellers and negotiate the terms When and conditions o i sale on behalf of either the buyer or seller are known as buyer, he is known as buying agent. If the owner of goods a broker acts on behalf of employs a broker for sale of the goods, the broker is known as a selling agent. For his services, the broker receives a fixed percentage of the value of transaction as brokerage from the employer either buyer or seller.

3 Commission Agent: The commission agent is a middleman who sells goods as an agent of the owner. He takes of the goods, negotiates the terms of sale with the intending buyers, and arranges transfer of title of the goods to the buyer. If necessary, the commission agent also performs various other functions like storage, grading, packagmg, as a etc. For his services, the commission agent receives remuneration from percentage of the value of goods sold. 4 Del Agents: Generally if any agent sells goods on credit with the approval of the owner, he is not responsible for any loss which may arise due to nonpayment by the buyer. The or principal has to bear the risk of loss on account of such bad debts. When a mercantile agent sells the goods on credit and assumes the risk of credere agent. For risk of bad debts, bad debts, he is known as a additional commission as a fixed percentage of the amount of credit sales is given to him. This additional commission is called del credere commission. In other words, the delbears the loss which arise on account of bad debt and the owner is protected the loss. 5 Auctioneers: appointed as agents to sell goods by auction are known as auctioneers. They assemble goods from different parties and act on their behalf to sell them to intending buyers. The date and time of auction are announced in advance. Goods are displayed for inspection by interested buyers, Bids are then invited by the auctioneer

Marketing

from those present at the time of auction. Sometimes a minimum price is fixed specific items known as reserve price and bids are not accepted below that reserve price. goods are to the highest bidder. The auctioneer commission principal (seller) as a percentage on the sale price.

10.7.2 Merchant Middlemen Middlemen who act on their own right buying and selling goods at a profit, merchant middlemen or merchants. They acquire title to the goods and bear the of trade besides performing various functions like storing, grading, packing and packaging, Merchant middlemeh may be divided into two categories. Wholesale traders ii) Retail traders

, Merchants who buy goods from producers manufacturefsor their agents and sell the same to industrial consumers or retail traders are known as wholesale traders. The middlemen who buy goods producers or and sell the same to ultimate consumers are known as retail traders. Thus, retailers act as the final link in the channel of distribution. You will study in more detail about wholesalers and retailers in Unit 11. Check Your Progress C 1 Differentiate Between mercantile agents and merchant middlemen.

2 Distinguish between a commission agent and a del credere agent.

3 Differentiate between a wholesaler and a retailer.

4 Fill

blanks. Manufacturerscan use capital more profitably through Middlemen are

in performing

Middlemen who undertake marketing called Merchant

include

activities.

functions. without having title to goods are

and

'Which of the following statements are True and which are False? Mercantile agents as well as merchant middlemen earn commission when they sell goods. Brokers negotiate the seller.

of sale and purchase on behalf of either the buyer

goods for resale to other traders. The commission agent generally has the possession of goods

he sells.

Auctioneersact as agents of sellers.

10.8 ROLE OF MIDDLEMEN have learnt that the producers use a host of middlemen bearing a variety of names. -

often question the wide use ofmiddlemen and feel that it the availability of goods but also add to the cost of and hence, the price charged from customers may be higher. But it is not the case in practice. In fact, the middlemen play a very useful in the distribution of goods by providing a variety of functions at reasonable cost. They undertake all the channel functions such as assembling, grading, packaging, storing, financing, risk-bearing,etc. We may however put them more specifically as follows:

1 Provide local convenience to consumers : Merchant middlemen like retailers are located at convenient shopping They provide ready delivery of to the consumers at-convenient points.

2 Provide field : agents and wholesalers are spread all over the country. They buy in bulk and the goods in stock. The retailers can approach them any time and therefore, need not provide stock of their goods in buy their requirement. The different cities which would be quite a cumbersome activity involving huge investment and management problems. 3 Financing agents finance the distribution activity in many ways. They often pay cash for their purchases from the producers and even advance money to them against their orders. of field stocks is thus fully handled by the middlemen.

4 Servicing : They arrange for the after

and handle all kinds of complaints by his own service centres at the consumers locally. The manufacturer does not have to

5 ,Acting as channels of communication : The middlemen are in constant touch with different producers and the market. They can proyide feed back about the market to the producers on the one h'and and pass about thk products to the consumers on the other. 6 Help in promotion They also help the sales promotional activity through displays and impossible for the producers to organise such activity through salesmanship. It any other means. Even otherwise, the middlemen being local people are more effective. Apart from the variety services provided by the middlemen, what makes their role important is the that they handle them more efficiently and usually at reasonable cost. equipped to perform these functions because they possess special knowledge They and experience and contacts. The would find it very difficult to the distribution network and provide the necessary funds. You should remember of goods and provision of essential is a gigantic task which that the problems. By making use of middlemen the involve huge funds and are freed from the botheration of distribution. They can concentrate on which be more profitable. Not only that, in case of mass productiori consumption items it is almost impossible to the producers to organise direct sale in every nook and comer of the country.

10.9 LET

SUM UP,

Home trade consists of buying and selling or exchange of goods within the boundaries of a country. Producers and are separated by place and time. Distribution system eliminates these and move the goods from producers to the Channel of refers to a network institutions that perform a variety of interrelated and functions in the movement of products from producer consumers. The .functions performed in the channels of distribution are of three kinds: (i) transactional functions are necessary tor purchase sale, (ii) logistical which are (iii) facilitating functions which facilitate the required for physical exchange of as well as physical Channels of can be grouped into two (1) direct selling manufacturers, and (2) of middlemen such as agents, wholesalers and retailers (indirect Channel of distribution for consumer of daily use consists of agents or wholesalers and as Durable consumer are generally distributed through of through retailers called dealers. Capital goods are often sold directly by manufacturers, Sometimes distributors, or employed for supply of such

and

Marketing

channel). Channel of distribution for consumer goods of daily use consists of agents or brokers, wholesalers and retailers as intermediaries. Durable consumer goods are generally distributed through showrooms of manufacturers, or through retailers called dealers. Capital goods are often sold directly by manufacturers. Sometimes distributors, dealers or agents are employed for supply of such goods. The channel suitable for distribution of a specific product depends on a number of factors such as : (i) distribution policy, (ii) characteristics of the product, characteristics of target customers, (iv) supply characteristics, (v) types of middlemen in the channel, (vi) cost of distribution, profits expected in the long-run, potential volume of sales, and (ix) channel competition. Middlemen may be divided into two categories (1) functional middlemen, and (2) merchant middlemen. The functional middlemen perform various marketing without having ownership rights. Included in this category are : Factors, Brokers, Commission Agents, Del Credere Agents, and Auctioneers. Merchant Middlemen or merchants buy and sell goods for a profit on their own right and having title to the goods. There are two categories of merchant middlemen : (1) Wholesalers, and (2) Retailers. The role of middlemen in the distribution of goods lies in the marketing functions which they They are important because their specialisation enables them to the functions more efficiently and at a lower cost.

10.10, KEY WORDS Assembling : Procurement and collection of goods from different sources of supply. Auctioneer : A middleman appointed as an agent to sell goods by auction. Branding : Selecting brand names for various products for differentiation. Broker : A middleman who brings together the buyer and seller, and negotiate the terms and conditions of sale on behalf of either buyer or seller. Channel of Distribution : A network of institutions involved in distribution of goods from producers to consumers. Commission Agent : A middleman who sells goods on commission basis on behalf of the owner. Del Credere Agent : An agent middleman authorised to assumes the risk of bad debts.

goods on credit and who

Factor : A mercantile agent who keeps the goods of others for sale. He can sell in his own name, pledge and do all acts necessary for sale. Grading : Sorting out goods of

goods

size, quality, or other specifications.

Mercantile Agent : A functional Middleman who undertakes specific functions purchase of goods as agent of the owner without having ownership

Merchant Middleman : A middleman such as wholesaler or retailer who buys and goods in his own name and performs necessary functions in that connection. Middleman : An intermediary between ofgoods.

producer and the consumer to help distribution

. Packing : Making packs or putting goods in containers to prevent spoilage, breakage, etc., . during their transportation. --

10.11 SOME USEFUL BOOKS D., and B. Varada 1983. Publishing New Delhi. (Chapter 2).

Marketing, Vikas

Y.K.1987. Chand

Business Sons: New Delhi, (Part Seven, Chapter. 3).

Musselman, Vernon John H. Jackson, 1985. Inti-oduction to Prentice-Hall of India: New Delhi. (Pan Four, Chapter 13).

Sultan

Business,

Home Trade and Channels of Distribution

Ramesh, M.S. 1985. Principles and Practice of Modern Business Management, Kalyani Publishers: New Delhi. (Volume Chapter 6). Singh, B.P. and T.N. Chhabra, 1988. Business Mahal : Allahabad. (Section Six, Chapter 26).

CHECK

10.12 ANSWERS A

PROGRESS

2 i) False

True

iii) False

3 i) Home trade

Home trade

iii) Foreign trade iv) Foreign trade

4 i) False

False vii) True

vi) True C

Kitab

4 i) Production

ii) marketing iv) wholesalers, retailers False

True

False True

iv) False

iv) True

True

iii) functional middlemen False

iv) True

TERMINAL QUESTIONS I

is a channel of distribution? Explain briefly the channels of distribution used for consumer goods and industrial goods.

2 Outline the factors which influence

choice of distribution channel.

3 Who is a middleman? Explain brietly the role and importance of middlemen in the distribution system. 4 Explain briefly about various types

5 Write explanatory notes on: a) Direct channel b) Short channel and long channel c) Functions carried out by the Channel of distribution Merchant middlemen

Note : These questions will you to understand the unit better. Try to write answers for them. But d o your answers to the university. These are for your practice. not

WHOLESALERS AND Structure 11.0 1.1 11.2 1.3 11.4 11.6

Objectives Introduction Who is a Wholesaler? Importance of Wholesalers Types of Wholesalers Functions of Wholesalers Services of Wholesalers 1.6.1 Services to Manufacturers to Retailers 11.6.2 11.6.3 Elimination of Wholesalers

11.7 1.8 1.9 1.10 1.1

Meaning and Importance of Retailing Functions of Retailers Services of Retailers Itinerant Retailers Fixed Shop Retailers 1.11 Retail Shops 11.11.2 Large Scale Retail Shops

11.12 11.13 Keywords 11.14 Some Useful Books Answers to Check Your Progress 11.16 Terminal Questions

11.0 OBJECTIVES After studying this unit you should be able to: explain the nature and importance of wholesale trade distinguish between different types of wholesalers describe the services of wholesalers state the meaning of retailing explain the functions of retailers between different types of retailers narrate the features of different types of retail stores.

11.1 INTRODUCTION '-

The main objective of every-manufacturer is to make his goods available to the users. He wants to ensure that the consumers should be able to buy the goods convenient places. As ou know, even if manufacturers wish, it may not be possible for them to reach every onsumer directly. This is because production takes place in a limited number of factories' workshops whereas the consumers are over large temtories. So, most of the largescale producers take the help of middlemen for supply of to the ultimate consumers. In the previous unit it was mentioned that wholesalers and retailers are two categories of middlemen who can be engaged by manufacturers for supplying their products to the target consumers. In this unit we discuss the role of wholesalers and retailers in the market.

11.2

IS A WHOLESALER?

Simply stated, wholesalers are those who to engaged in wholesaling or wholesale goods in relatively large trade. In a broad sense, any individual or business quantities to buyers other than the ultimate consumers may be called a wholesaler. Thus manufacturers sell their products directly to retailers may be regarded as wholesalers. However. in a more specific sense the term wholesaler may be defined as a merchant middleman eagaged in buying and reseliing of goods to retailers or to

Marketing

industrial or commercial users. Wholesalers do not sell products to The wholesalers belong to the of merchant middlemen who acquire title to the goods handle. Agents or brokers may also act as wholesale middlemen but they do not acquire the title to goods. Wholesalers act as middlemen between producers o r importers of one hand, and retailers or industrial users on the other. The goods by goods on wholesalers may include agricultural commodities, forest products, minerals as well as manufactured goods.

11.3 IMPORTANCE OF WHOLESALERS Manufacturing companies often do not have adequate capital to employ salesmen to contact their business in remote areas and to the large number of retailers. Many small retailers retailers generally prefer to buy contact them may be too expensive. Morover, products in small quantities due to their limited capital, lack of market information and sources of supply. The wholesalers solve the problems of manufacturers as well as small in retailers. A wholesalercan place sufficiently large order with the manufacturer view the requirements of a number of small retailers in his area. In process, the the small orders of retailers. wholesaler is in a position to From the society point of view, distribution of goods may be efficient because bf the specialised knowledge and skill of wholesalers. On the other hand, manufacturers can concentrate on efficient production of goods. Naturally, they do not undertake the distribution of their products because their efficiency in manufacturing would suffer on account of divided attention.

111.4

OF WHOLESALERS

Wholesalers, may deal in a large or limited variety of products, restrict their activities various functions incidental to their trade, and may mainly to wholesaling or or large geographical territories. Accordingly, wholesalers may be classified operate in of operation, and (3) on three different bases: (1) merchandise dealt with, (2) coverage of geographical area. Look at Figure 11.1 for classification of wholesalers. Figure Types of Wholesalers

Based o n Geographical

Merchandise

Merchandise Basis On the basis of goods dealt with by the wholesalers we may distinguish three types of wholesalers: i)

merchandise wholesalers-those who deal in two or more unrelated types products. For instance, a wholesaler may deal in a number of consumer durables like, electrical goods, sports goods, cosmetics, hosiery, etc.

ii) General-line who a number of goods in the same line. For instance, a wholesaler may carry convenience goods of daily household soaps, detergents, toothpaste, razor blades, etc., or stock provisions like rice, dal, etc. Single-line or speciality wholesalers-those who restrict their operation

range of products specific products. dealing in a few varieties of textiles (cloth), or carrying varieties of printing paper only may be called speciality wholesalers, or single-line wholesalers. Method of Operation On the basis of the method of

wholesalers may be divided into two categories:

Service wholesalers-those who a variety of functions like advertising, grading, branding, packaging, etc., on behalf of manufacturers and retailers.

ii)

function wholesalers-those who undertake to carry out a few limited functions, like packaging or grading.

Territory Covered On the basis of the geographical coverage of dealings, wholesalers may be grouped into three types: Local wholesalers-those who restrict their operation to a particular city or town and supply products to retailers in that area. ii) District

who have dealings with retailers located in a district.

Regional national wholesalers-thosewho specialise in products having a national market and are nationally advertised. They have dealings with retailers located in a , region or a country. Check Your Progress A 1 Who is a wholesaler'?

State which of the following statements are True and which are False. i)

Any businessman buying and selling goods on a large scale may be called a wholesaler.

ii) Distribution of goods take place with greater efficiency due to the existence of wholesalers. iii) A local wholesaler is one who meets the needs of only one or two retailers. iv) Service wholesalers are those middlemen who arrange supply of transport,

Fill in the blanks with appropriate words. i)

Wholesalers

in a position to meet the

orders of retailers.

ii) Wholesalers generally supply goods to buyers other than the ultimate iii) Wholesalers serve retailers as well as iv)

10.5

line wholesalers deal in different

. of a single product line.

FUNCTIONS OF WHOLESALERS

In the preceding section we have learnt that wholesalers perform limited functions or undertake a variety of functions. Actually, the functions of a wholesaler depend upon the nature of the products dealt with and the business policy of that particular wholesaler. Of course every wholesaler must carry out the minimum functions of buying, storing and supplying one or more products. Besides these primary activities, several other functions may also be by wholesalers of wholesalers may be grouped as fallows:

Wholesalers and Retailers

Marketing

Assembling products : The basic function of every wholesaler is that of procuring goods From manufacturers and holding large enough stocks for sale to the retailers:

Arranging storage : The wholesaler has to make arrangements for holding stocks to the needs of retailers from time to time. He must see in stock are not spoiled or damaged. For proper storage he may have his own warehouse or hire one.

Grading and : Wholesalers who usually purchase in bulk rnay have to do the grading of products, sort out the products according to quality or size or other factors. For the convenience, it may also be necessary for wholesalers to undertake packaging of goods.

Transporting : The wholesaler is generally required to arrange transportation of the goods procured from the place of to his Often he is also to arrange delivery of the goods to retailers according to their needs. Distribution of goods : Goods assembled and held in stock must be rnade available to the retailers who may be scattered in different parts of a city or region. For this purpose, employment of salesmen must be undertaken by

Financial : As a general practice wholesalers provide facility to retailers. Thus, payment can be made by retailers after goods have been sold by them or when their clients have cleared their accounts. Financing of retail trade is a very common function of wholesalers. Sometimes, also advance money to against orders placed for purchase of goods. This is another type of financing done by wholesalers.

Risk-bearing : Procurement and holding large stocks of goods in anticipation of demand from retailers involves considerable risk of loss for the wholesalers. If market conditions change due to reduced demand or entry of competitors, the wholesalers end up with huge unsold stock.

Price fixation : The prices of goods which consumers have to pay depend upon the prices fixed by wholesalers and charged from retailers. This is an important function to be performed by wholesalers a number of factors including prices of competing goods, effect of prices on demand, etc., have to be taken into account.

,SERVICES OF WHOLESALERS We have already learnt how wholesalers serve manufacturers and retailers by buying goods in large quantities, holding stocks and supplying smaller quantities to the retailers. In that way the wholesalers act as a bridge between producers and retailers. Let us now examine closely the services rendered by whblesalers to the manufacturers and retailers.

11.6.1 Services to The wholesalers perform several important functions for the manufacturers which may be stated as follows:

The wholesalers place large orders with the manufacturers or procure large quantities of goods from manufacturers. Thereby manufacturers are relieved of the task of marketing their goods, and they can concentrate on production only. Manufacturers need not necessarily hold large stock in their Hence there is saving of expenses on storage and warehousing.

Wholesalers remain in close touch with the retailers. They get regular infotmation from the retailers about changes in the consumer's demand for particular products as also about competing products. On the basis of such information, wholesalers place orders with manufacturers. Thus, wholesaler's purchase orders reflect the changing market conditions. Hence the volume of production can be regulated by the manufacturers in accordance with the changing market conditions as reflected by the wholesaler's purchase orders.

Often the wholesalers place orders in advance on the basis of their expectations regarding future demand of products even though the current demand is low. This helps manufacturers to continue their production on an even pace.

Wholesalers may also participate in the advertising of products jointly with the producers, which is of great advantage to both the parties.

Service to Retailers Retail traders are benefited by the services of wholesalers to a greater extent than the manufacturers. The more important of the services to retailers are as follows:

A variety of goods can be procured by retailers in small quantities from the wholesalers. Most retailers serve a large number of customers. Thus different types of products have stored by a retailer to meet the needs of individual consumers. It is difficult for him to buy the products from different manufacturers in small quantities. He can easily do so by contacting a few wholesalers.

Small retailers can get repeated supplies of products from wholesalers. Thus they are able to run their business with a relatively small amount of capital. Large stocks are not to be held by them, so there is saving of storage space as well.

Wholesalers have expert knowledge of the lines of products they deal with. They procure the items from the best sources, that is from producers who supply the best quality at competitive prices. Retailers also get advantage of the wholesalers' specialised knowledge of the products.

Retailers are protected from the risk of loss which would arise if they were to hold large stocks of any product. It is the wholesalers who bear the maximum business risks arising out of falling demand for products.

Most wholesalers supply goods on credit to the retailers. This enables small retailers to pay for the goods after sale or customer payment on account. The working capital required for retail trading is thus relatively small.

Generally retailers come to know about new products or items of trade only through the wholesalers who deal with manufacturers. Whenever any new product is introduced, wholesalers bring it to the notice of retailers either through salesmen or display in showrooms.

Elimination of Wholesalers We have learnt about the functions performed by wholesalers and the services rendered by them to manufacturers and the retailers. What about the consumer? Does the existence of wholesalers in the distribution channel serve any useful purpose for the consumers as well? Apparently, the wholesalers do not directly serve consumers who need adequate supply of goods at reasonable prices. In fact some people who argue that there is no need for the presence of wholesalers in the distribution channel and that they should be eliminated. These arguements are as follows:

There are a number of wholesalers who interpose between the producer and the consumer, and the price paid by the consumers included the profit margin of these wholesalers. This leads to a higher price of the product for the consumers.

wholesalers merely act as transfer agents. They do not service for the profits they earn.

The wholesalers hold large stocks. They prices specially during periods of scarcity.

any corresponding

manipulate the supply to push up

Those who feel that the presence of the wholesaler in the distribution channel is'of vital importance argue as follows:

Wholesalers relieve the manufacturers from the distribution function and this enables the manufacturers to concentrate on production activity.

They are closer to the They can concentrate on the strategies without the distractions of manufacturing problems.

They have good understanding of holding and handling the inventories which involve heavy investment.

marketing

Thus, they believe it is not possible to eliminate the wholesal rs completely in each and every area of business activity. However, they do not rule out the ossibility of reducing the multiplicity of in the channel, particularly the functional wholesalers. Some

Whulesnlers and !

Marketing

people suggest the cooperative societies as an alternative to the wholesalers. But, in the light of the inherent weaknesses of the cooperative societies in India, one does not feel optimistic about the success of cooperatives in eliminating the Possibly the advent of large scale retailing could solve the problem because the producers prefer to deal directly with them. On account of the valuable services by the wholesalers in the distribution of mass consumption items, can cause hardship to the consumers. Check Your Progress Fill in the blanks selecting the most appropriate word from those given in brackets. i)

Wholesalers save the manufacturers of the necessity of holding . . . . . . . . . , stocks of their products.

ii)

. . . . . . . . . . of goods is done by wholesalers for the convenience of retailers. (pricing /packaging) Assembling function of wholesalers is closely related with the . .. . . . . . . .function.

iv) Most wholesalers supply goods on. . . . . . . . . .to retailers. 2

Which of the following statements are True and which are False? i)

Wholesalers finance retail traders by lending money without interest. Manufacturers can concentrate on production because of marketing.

take over the

iii) It is only the wholesalers, not the manufacturers, who are concerned with changes in the product market conditions. iv) Retail price of goods is determined on the basis of price charged by the wholesalers.

Advertising a product is only the manufacturers' responsibility, not the wholesalers'.

11.7 MEANING AND IMPORTANCE OF RETAILING In simple words retailing refers to all transactions which involve sale of goods to the ultimate consumers for personal consumption. If the buyer uses the goods for reselling purposes it will not be treated as a retailing transaction. Any individual or business unit or shop primarily engaged in retail selling is known as a retailer or retail store. In a general sense, even a manufacturer or wholesaler may sometimes engage in sale of goods to the ultimate consumers. But they are not called retailers as retailing is not the major activity a manufacturer or wholesaler. Thus a retailer or retail store is one whose business consists of sale of goods to consumers for their own use, but not for resale in business. Retail business may include other types of transactions also. It will be treated as a retailing business if more than half of its total sales revenue is from retail trading.

A retailer is a because retailing involves procuring goods from suppliers (generally wholesalers) and selling them to consumers for their personal use. Retailers perform the very important task of making goods available to consumers, which after all is the objective that underlies production of goods. Retailers thus form a vital link in the of distribution of products.

Since the retailers deal with a large number of consumers of many different categories, role of retailers in the physical distributionof goods is clearly of vital importance. The retailers act as a link between the producers or wholesalers on the one hand and the consumers on the other. Without retailers, neither the products would sell in distant places, nor would it be possible for consumers to buy goods of their choice in shops located nearby. Due to large-scale manufacture of a wide variety of consumer goods and the necessity of making them available to individuals living in distant villages, cities and towns, retailers are now regarded as the most important middlemen in the chain of of goods.

Wholesalers and

FUNCTIONS OF RETAILERS Like the wholesalers, retailers also perform a variety of functions connected with the buying and selling of goods. Briefly stated, they perform the following functions. 1

Estimating the demand : All retailers-big or small-have to an estimate of the have to determine the nature of products that demand for different products consumers need to be supplied.

, Procurement of goods : Most retailers deal

in a variety of products. So they may have to procure goods from different wholesalers. Besides, they must to buy from who supply goods suited to the requirements of consumers as to those quality and price.

Transportation : Usually the retailers are to arrange the transportation of goods wholesalers' place. Sometimes delivery is also arranged by the procured from on the basis of orders placed with their salesmen.

Storing goods : Small-scale retailers have limited space for the goods to be kept in to store different varieties of goods in stock. Large retail stores often have adequate quantities. But in all cases, gootls have to be held in so as to meet the this purpose storage of goods must be so arranged that customers customers' needs. without delay. They must be given an opportunity to select goods of their may be choice. This is often done by display of goods on shelves and in show-cases. Grading and packaging : Large-scale retailers often have to sort out goods according to the quality and price to be charged. They also convenient packages of goods for the benefit of consumers. For instance, fruit vendors purchase apples in containers (boxes), sort out on the basis of size and charge different rates for different sizes. Spices which are procured in bags, may be divided into small packets of 100 or 200 grams each.

Risk-bearing : Since goods are held in stock, the retailers are to bear the risk of loss on account of deterioration of quality, fire, theft, etc. Large retail stores are to or of quality cover the risks of theft or fire. But losses due to caused by improper storage cannot be insured.

Selling : The main function of retailers is selling the goods to ultimate consumers. They and deal have to satisfy the needs and preferences of different types of them tactfully and politely so as to make them regular buyers.

1 . 9 SERVICES OF RETAILERS As middlemen engaged in the distribution of goods, retailers deal with wholesalers consumers. as well as wholesalers depend great deal on for reaching the ultimate consumers to supply various products. Retailers provide the necessary also to the outlet for goods and thus render very useful service to the wholesalers producers indirectly. The services of to the consumers significant in several ways:

Holding stocks : By holding stocks, retailers supply varieties of goods of daily their use to consumers. Besides, consumers are also given opportunity to from varieties produced by different finns. 2

Display of goods : By displaying goods on shelves or in show-cases, retailers bring new also keep the customers informed about the products to the notice of customers. latest varieties of goods available for sale by explaining their qualities and prices. Customers are also given demonstration of new products on the sales counter.

Advice to consumers : Very often retailers buy certain goods by advising them on the products.

services : Apart from meeting the needs of different types of customers, retailers also offer a variety of services like home delivery, sale on credit, etc.

the customers to make their decision to use of particular varieties of

Check Your Progress 1 Which of following statements are True and which are False? i)

Retailers always buy goods

manufacturers.

ii) Manufacturers selling goods to consumers cannot be called retailers. iii) Retail trade includes sale of goods by one retailer to another retailer. iv) Display of goods in show cases is one of the functions of retailers. v) Goods are always delivered by wholesalers to the retailers. vi) Retailers never advise customers about the quality of goods to avoid responsibility. 2

Fill in the blanks. i)

Retailing means sale of goods to consumers for...... use.

ii) Retailers generally procure goods from .....

iii) Goods are .....by the retailer to bring new products to the notice of customers.

ITINERANT RETAILERS Retail trade can be undertaken by individuals, partnership companies as well as cooperative societies. Retailers may carry on their activities at various locations on a small scale or large scale. In fact there are innumerable ways that retail trade can take place. Broadly speaking, we may devide the retailers into two categories : 1 2

Itinerant retailers Fixed shop retailers

Look at Figure 1.2 for different types of retailers. Figure 11.2 Types of Retailers

Itinerant Retailers

Fixed Shop Retailers

Pedlars

General MerchanShops

Speciality

Second-hnnd

Retail traders who carry on business about from place to place to sell their goods are known as itinerant retailers. They do not have any fixed place of business. They either move from house to house with their goods, or change their place of business frequently according to convenience and sales prospects. Thus these itinerant retailers move about and try to reach as nearer to the buyers as possible. Types of Itenerant Retailers : There are three types of itinerant traders : 1) Hawkers or pedlars 2) Pavement traders 3) Market traders. ,

Hawkers or Pedlars : These retailers move from door to door in and sell their wares which may consist of utensils, toys, snacks, etc. They carry their articles in bags or trays hanging from bicycles, in push carts, small motor vans, or horse-drawn

Pavement Traders : Pavement traders are found in busy market areas, street crossings, in front of railway stations and bus terminals. The goods traded by them include items like hand bags, cut-pieces of cloth, readymade garments, footwear, household utensils, toys, books and journal, pens and pencils, fruits, vegetables, etc. These traders sometimes put up temporary sheds or make-shift for display of goods. More often they spread their wares on pavements at different places depending on the prospects of sale.

Market Traders : This type of itinerant retailers generally sell their goods in weekly markets held in small towns or villages. They move from one market to another in the neighbouring places on the particular days fixed for the market.

Services of Itinerant Retailers : These retailers serve consumers at the nearest and the most They serve either at the consumers' door-step or on busy through convenient which consumers pass through. Thus, housewives and working people find it very convenient to buy goods from itinerant traders like and pavement traders. Market traders in small towns and villages are also very useful to the consumers as they do not have easy reach. All itinerant retailers save time and effort of customers in fixed shops buying articles of ordinary use. Housewives have the satisfaction of shopping leisurely at their doorstep.

FIXED

RETAILERS

Fixed shop retailers carry on their business in a certain premises. They locate their stores at fixed places where customers can easily reach and make their purchases. The difference between itinerant retailers and fixed shop retailers is that itinerant retailers do not have a fixed place of business whereas the fixed shop retailers on their business in a certain premises. Fixed shop retailers may be divided into two broad types according to the volume of of operation : business and

1 2

Small-scale retailers Large-scale retailers

Small scale retailers generally deal in a limited range of products like stationery, provisions stores selling a limited number of (grocery), confectionery, vegetables, fruits, elc. also come in the category of varieties of different goods of daily household small-scale retailers. Large scale retailers include retail stores like stores super which deal in and stock wide range of products and cater to the needs fairly large numbers of customers. Now let us discuss in detail these categories.

11.11.1 Small-scale Retail Shops Small-scale retail shops include those small shops dealing with iniscellaneous products of regular use, and shops selling particular products of different varieties. hold small stocks and do their business in fixed shops located residential areas or market places. According to the nature of goods sold the small relail shops may be divided into four categories as follows :

1 2 3 4

Stalls on streets General merchandise shops Speciality shops Second-hand goods sellers

Stalls on streets : Small shops on the road side are very common in cities and towns. stores or in residential areas selling a limited These are set up as stalls in front variety of products of regular use like grocery, toilet products, biscuits, etc. The shops are located within easy reach of consumers' residence or nearby roads or street-crossings, or bus stops. These retailers meet the needs of customers locations. supply goods of regular use for which customers are not prepared to go to central markets. 2

in all types of goods of regular use including provisions, bread, butter, stationery

General merchandise shops : These are small retail stores which general

Wholesalers and Retailers

Marketing

and toiletry, paper and pencils, cigarettes, matches, etc. These shops are located in thickly inhabited residential areas and busy markets. Consumers find convenient to buy all their requirements in one shop. Regular are also delivery services and credit facility.

Speciality Shops : Small retail shops which deal in only one or two special types of goods are known as speciality shops. The goods dealt with may be only electrical fittings of different kinds, or medicines, or motor parts, or books and stationery, or bread and confectionary items, or ready-made garments, or toys, etc. People often find convenient to buy their requirements from these shops due to the availability of different grades and sizes in the same product line.

11.11.2 Large-scale Retail Shops Large-scale retail shops are so called because they deal in a large variety of goods, and have large volume of business. The types of fixed shops in this category include the following: Departmental stores Multiple shops or chain stores Mail order house stores Hire purchase traders Discount houses Super Automatic vending machines We shall now discuss briefly the

of each of these types of retail shops.

Departmental Store : A departmental store is a large-scale retail store in there are like several departments each selling a particular type of product. The separate retail shops operating in the same building. The idea behind a departmental store is to offer as many different products as possible to each customer. Thus, a wide range of varieties of a products is sold under the same roof, and in each department there particular product available for sale. This type of stores can be regarded as a retail market in which the shops are owned and controlled by a single business firm. The departmental stores in cities so that they are distance of are generally established in central residential localities. All kinds of consumer goods are sold departmental stores. But perishable goods, like are not sold in these stores. To attract customers, vegetables, fruits, bread, butter, milk, the departmental store also provides a number of services and facilities like hair-cutting saloon, beauty parlour, restaurant, reading room, telephone, toilets, and even recreation facilities. These very popular in USA and European countries. In India departmental stores have been established in cities like Bombay, Calcutta, Madras, Delhi.

A Super-market is a large-scale retail store which offers for sale wide variety of consumer good of regular use. The articles may include stationery, toiletry, dress materials, ready-made garments, toys, grocery items, crockery, kitchen utensils, medicines, as well as bread, butter, meat, eggs, vegetables, etc. The items are placed in separate stalls in the same building, or kept on or tables in a hall, The are to pickup the items they need and then pay for the articles at the cash counter. It works on a selfservice one or two salesmen are there to help the customers. The super-market, like the store, deals in a large variety ol'goods, But there are certain differences between the two types of stores:

In a super-market products sold are generally low priced, fast-moving items of daily need. Durable goods like refrigerators,electric fans, radio, television, etc., are available in super-markets. A departmental store mostly concentrates on consumer' durables and fashion

ii) In a departmental store there are separate counters served by salesmen, whereas supermarket operates on a self-service basis. iii) Customers are not provided with and facilities like hair-dressing recreation, in a These may be available in large stores, although

not in every such store.

: I

Now-a-days the departmental stores and super-markets have started dealing in similar products and the difference between the two is fast fading.

Multiple Shops or Chain Stores: Multiple shops are retail stores located at different places under the same ownership and management, and deal in similar products. It is a system of large-scale retailing through stores located as near as possible to the residential areas. Since stores are owned and managed by the same organisation, they are also known as chain stores. These stores may be established by manufacturers or trading companies. The more important features of the multiple shop system are as follows: A limited range of products are sold through the shops. The same

of products are sold by every shop.

Goods are centrally purchased or produced and supplied to each store which is run by a manager. There is uniformity in the setting and outward appearance of the stores and interior display of goods. V)

Prices are fixed by the central office and the same price is charged in every store.

In India, chain stores have been established by a number of companies like Bata Shoes, Jay Engineering Delhi Cloth Mills, National Textile Corporation, Works Brand products).

Mail-order House: Retail trading which consists of receiving orders by mail and delivery as mail order business. The mail-order house is thus a of goods by parcel post is retail trading organisation which uses the post office as its channel of distribution. Standard consumer goods with trade marks or brand names are generally dealt with by mail order houses. This is because customers are to place orders without physically checking the items. Bulky goods which be delivered by post, and those for which delivery costs are relatively higher, are not included in the items traded. Orders from customers may be secured by advertising in newspapers or journals. Sometimes circular letters are issued by mail to certain categories of customers. For this purpose, a mailing list may be prepared association. from the telephone directory, or from the list of members of a club, or mailing list contains the names and addresses of persons likely to be interested in the particular goods. Customers are invited to send their orders by post to the address of the mail (Value Payable Post). Goods are thus available to order house. Delivery is made by the customers on payment of the price which is remitted by the post office to the sender of goods. customer; to get their requirements at their own place and save Mail-order business the time and expense of shopping. The mail-order house, on the other hand, is also benefited in a number of ways. Goods can be procured according to the orders received. The business can thus be started with a small amount of capital. Payment for goods is assured through the post office. A wide market can be covered by means of postal communication. However, mail order business has not developed in India mainly due to the existence of retail trading shops in every locality. Besides, illiterate people cannot be approached through the mailing list.

Consumer's Cooperative Stores : Retail stores run by Cooperative societies formed by consumers are known as consumers' cooperative stores. The society enlists members from such as employees of an organisation. These stores among the public or a particular offer goods on sale which are from wholesalers or manufacturers.Consumers can buy goods at a relatively lower price because middlemen's margin of profit is not added to the price. The margin of profit earned by the cooperative store is distributed among its members as dividend after meeting the expenses of running the store. They may deal with goods of day-to-day use such as stationery, grocery, dress materials, all types of Since the store is under the control of its members, articles utensils, medicines, paper, needed by a majority of them are always available in the store. Hire-purchase Trading: Hire-purchase trading consists of supplying durable goods for use by customers who agree to pay the price by instalment at regular intervals. The buyer acquires ownership of the goods only after the total price has been paid. In other words, in hire-purchase trading, the buyer takes possession of the goods, but does not get the has been paid. The are regarded as hire ownership until the charges. If there is default in paying an instalment, the seller has the right to recover the

Wholesalers and Retailers

goods or sue the buyer for the balance amount due. Durable goods like refrigerators, television sets, radio, sewing machines, electric fans, automobiles, industrial machinery, can be sold by hire-purchase trading houses. The the buyer includes interest on unpaid balance. Hence, the total price paid is relatively the case of outright cash purchase. But the customers get the advantage of as case of purchase on credit, is able use the hire-purchase becomes attractive as a payment outright purchase of goods. : Large scale retail establishments which offer on the as 'Discount Houses'. Durable goods like household appliances (cooking electrical gadgets, etc.) camera, binoculars, etc., are generally available through at a relatively lower price as compared with the price charged other retail possible as the discount houses directly purchase from manufacturers and on a low margin of profits. They expect to cover expenses and make profits through larger volume of sales. : These are large retail stores organised by cooperative societies which of products under a single roof. The traded include which are procured at wholesale rates from manufacturers or wholesalers. The operated either on the principle of self-service with sepdrate counters served salesmen. The difference between a and super-market is that the former is by cooperative society whereas the latter is established as private Similarly, the difference between a consume; cooperative store super-bazar is that a consumer cooperative store is usually run on small scale, while super-bazar may be a large-scale establishment.

Automatic vending machines: Retail sale of articles with the help of coin-operated automatic machines is known as automatic vending. Retailing on a large scale is possible by placing machines at convenient locations like bus terminals, railway stations, method of is very popular in western airports, shopping centres, etc. countries. Cigarettes, razor blades, postage stamps, milk, ice-cream, soft drinks, soup, paperback books, newspapers, etc., are sold in cities vending machines. Customers are required to insert necessary coins in a slot and press a button whereby the article is released 'automatically. The coins are collected from the machine periodically, and articles are put in as needed. Automatic vending facilitates buying of small round the clock. There is necessity of salesmen's services. However, the stocking capacity of machine is limited and there are risks of mechanical failures irritating the customers. Moreover, paper currency may not be used and coins of exact value required to operate the machine. In India, automatic vending has been used for limited purpose like selling postage stamps, flight insurance, milk, etc. It is not a popular retailing device in India due to the existence of a large number of small retail shops. Check Your Progress D 1 Fill in the blanks. A departmental store is like a retail market in which shops ii) Small-scale retailers generally deal in a

range of products.

Retail traders who move from place to place are known as iv) Retail V)

owned by a single

retailers.

selling one or two special types of goods are known as do not have

shops.

to serve each and every customer.

vi) All branches of a chain store offer

products for sale.

Mail order houses generally sell

goods.

profits earned by consumer cooperative stores are distributed among ix) In hire-purchase trading price is paid in procure goods at

rates.

of the following statements are True and which are False? Small scale fixed shop

many different products.

Departmental stores are established in central locations of cities.

Wholesalers and

Super-markets are exactly like departmental stores. Mail-order houses secure orders from customers only through post office. Consumers' cooperative stores are run on no-profit no-loss basis. In hire-purchase trade, customers have ownership rights after all the instalments are paid. There is no difference between super-bazars and super-markets.

11.12 LET US SUM In a broad sense business firms which sell goods in large quantities may be called wholesalers. In a more specific sense, wholesalers are defined as merchant middlemen who are engaged in buying and reselling goods to retailers, other merchants, industrial and Wholesalers facilitate of goods commercial users, but not to ultimate to small retailers. Wholesalers may be classified on the basis of merchandise dealt with, as general merchandise wholesalers, general line wholesalers, and single line or speciality wholesalers. On the basis of methods of operation, they may be classified into service wholesalers and limited function wholesalers. Based on the geographical coverage of their dealings, wholesalers may be classified as local wholesalers, district wholesalers, and regional or national wholesalers. The Functions performed by wholesalers include: assembling goods, arranging the storage of goods, grading and packaging, transportation and distribution of the goods, financing retail traders, and making advances to manufacturers. The wholesalers also undertake the holding large stocks of goods. task of price-fixing and bear the risks associated as well as retail traders. Wholesalers render valuable services to I

Retailing refers to sale of goods to the ultimate users. A retailer is one whose business not for use in their consists primarily of selling goods to customers for their own business. If manufacturers sell goods to consumers, they are not treated as retailers as retailing is not the major activity of a manufacturer. Retailers form a vital link in the channel as a link between producers the one of distribution goods. They hand and consumers on the other. several functions such as estimating demand, procuring goods, The retailers arranging transport, holding stocks, grading and packaging of the goods dealt with, and selling goods in stock so as to satisfy consumer needs. They render valuable services to consumers, wholesalers and indirectly also to the producers of goods. Retailers may be divided into two broad categories: itinerant retailers and fixed-shop retailers. Itinerant retailers either from house to house or change their place of business according to convenience. Hawkers, pedlars, pavement traders, and market traders are included in this category. Fixed-shop retailers locate their stores at fixed places where customers can easily come and make their purchases. Fixed shop retail trading may consist of small-scale retailing or scale retailing. Small scale retailers deal in a limited range of products. Stall-holders, general merchandise shops, speciality shops, and second-hand goods sellers belong to this category. Large-scale retailers establish stores which deal in and stock a wide range of products and cater to the needs of a large number of customers. Large-scale retailing may be of the following types: departmental stores, super markets, multiple shops, mail-order house, consumer cooperative stores, super-bazars, hire-purchase trading, discount-houses, and automatic vending.

11.13 KEY WORDS Automatic Vending : Sale of small automatic machines at different places.

of regular use by installing coin-operated

Marketing

Cooperative Stores : Retail stores run interest of consumer groups.

societies

Departmental Stores : Large retail stores consisting of separate departments different types of products. Discount

: Retail stores engaged in selling durable consumer goods at a discount.

on hire against the payment of Hire-Purchase Trading : Supply of durable instalments with ownership to the buyer, after instalments have Itinerant Retailers : Retail traders who sell their plate of business frequently.

moving from house to house or

Mail-Order House : Receiving orders by mail and delivering goods through the post single

Shops I Chain Stores : Retail stores under the ownership and management of dealing in similar products prices and located at different places,

Retailer : One who is engaged in wholesale trading. Retailing : Purchasing goods from wholesalersor manufacturers and selling them consumers for their personal non-business use. Speciality Shops : Small retail shops dealing in one

two

: Retail stores selling consumer

types of goods.

regular use and operating

service basis. Wholesaler : One who is engaged in wholesale trading: : Purchasing and reselling of goods to retailers and merchants.

D. and B. 1983, An Introduction to Marketing, Vikas Publishing House : New Delhi. (Chapter 2) Bhushan Y.K.1987. Fundamentals of Business Organisation and Management, Sultan Chand; New Delhi. (Part 7, Chapter 3) 1986. Marketing Management,

of India: New Delhi.

(Chapter

11.15 ANSWERS TO CHECK YOUR PROGRESS A 2 (i) False (ii) True (iii) False (iv) False

3 (i) small (ii) consumers (iii) manufacturers (iv)

large (ii) packaging

storage (iv) credit

2 (i) False (ii) True (iii) False (iv) True (v) False (i) False (ii) True 2

personal

False (iv) True (v)

wholesalers

(vi)

displayed

I (i) firm (ii) limited itinerant (iv) speciality (v) salesmen (vi) similar (vii) standard (viii) members (ix) instalments (x) wholesale 2

False

True (v) True (vi) False (vii) True (viii) False

11.16 TERMINAL QUESTIONS 1

What do you understand by wholesaling? How does it differ

Discuss the importance of wholesalers in marketing manufactured goods.

What are the functions performed by wholesalers? Explain briefly,

the services of wholesalers to

and

retailing? I

Wholesalers and Retailers

What are the services rendered by retailers to consumers? Distinguish between different types of small-scale retailers. Explain briefly the important characteristics of the following: Departmental Stores Mail-Order House iii) Super-Markets i)

What are the characteristics of consumer cooperative stores and the super bazars? Bring out the difference between these two types. Write explanatory notes on: Hire-purchase Trading ii) Discount Houses iii) Automatic Vending Note: These questions will not submit your

you to understand the unit better. Try to write answers for to the university. These are for your practice only.

But do

UNIT 12 PROCEDURE FOR IMPORT TRADE Structure Objectives Introduction What is Foreign Trade? Types of Foreign 12.2.2 Importance of Foreign 12.2.3 in Foreign Trade

India's Foreign Trade Performance Regulations Governing Foreign Trade Export Trade Procedure Import Trade Procedure Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

OBJECTIVES After studying this unit, you should be able to: describe what foreign trade is identify the types of foreign trade explain the and problems of foreign trade describe the growth of India's foreign trade explain the regulations governing foreign trade identify the documents used in foreign trade describe export trade procedure explain import trade procedure ,

12.1 INTRODUCTION In the previous two units you have leamt what home trade is and how goods reach the consumers from producers through various intermediaries or channels of distribution. In unit, we shall discuss the nature of foreign trade, how it is different from home trade, the importance of foreign trade, documents used in foreign trade, and the procedure to be goods. followed by importers andexporters while importing or

12.2 WHAT IS FOREIGN TRADE? individuals, do not possess everything they to fulfil their requirements, like the USA, USSR and China, which are rich in natural and human Even resources have to look to other countries for supply of some of their requirements. For obtain their supply of sugar and coffee from other countries. instance, consumers in of resources. Those which have a Moreover, different countries posses's different surplus of certain resources find it beneficial to sell the surplus items to some other countries, and buy other items which they need. Such exchange of goods and services between people , across national boundaries is called 'foreign trade' or 'international trade*. Foreign trade can be bilateral or multilateral. When there is between people of any two nations, it is bilateral: foreign trade is multilateral when people of any country buy from and sell to people of more than one country. You will the main difference between home and foreign trade is that while country, the home trade takes place within a country among people who are 'citizens of Besides foreign trade takes place beyond the national boundaries of two or more this, there are other differences which may be stated as follows:

Marketing

There is little restriction on trade between people within a country. But in case of requires from foreign trade the restrictions are numerous. A authorities before goods can be imported or exported.

ii) In domestic trade payment made by the buyer and received by the seller of is the same units of money. In foreign trade, what the importer pays in his national currency has to be converted into foreign currency acceptable to the exporter. Payment can be made either in cash or by cheque on a national bank in the case of trade. Payment can be made only through bank in the case of foreign trade.

Types of Foreign Trade Foreign trade can be divided into three categories. They are: i) Import Trade ii) Export Trade, and iii) Entrepot Trade When goods are sold to a trader in any foreign country, they are said to be exported to that country and it is known as 'export trade'. When purchases are made from a foreign country, goods are said to be imported into the country and it is called import trade. a time goods are imported from one with the objective of exporting them to other country or countries; This is known as entrepot trade. City states like Singapore and Hongkong are important entrepot trade centres.

Importance of Foreign Trade Production of goods and services requires different resources like materials, money, machines and management. If we compare the resources possessed by nations it will be that no country is self-sufficient and there are differences in the quality and quantity of domestic resources available in different .countries. Indeed, it is this difference in the relative abundance or shortage of resources in different countries that has given rise to foreign trade involving exchange of goods and services between countries. Through international trade, it is possible for a country to avail of goods which it cannot produce or cannot produce as economically as other countries. Hence, a country's well-being is determined to a great extent by the nature extent of its foreign trade. Let us discuss the importance of foreign trade to people in different countries.

Specialisation and of production: Foreign trade leads to specialisaiton in productive activities undertaken by different countries. Depending on available natural resources, and development of science and technology, every country can produce only those goods and services for which it has the greatest relative advantage and efficiency. No country has facility and resources within its own boundaries for economical production of all its requirements: Some countries are more suitably placed to produce certain economically and sufficiently than other countries. Therefore, they can specialise in the production of such goods and get the goods they need in exchange for those goods, For example, India has comparatively greater advantages for the production of agrobased products such as coffee, tea, sugar, textiles, etc. Similarly some developed countries such as USA, Japan, Britain, etc. have greater advantages for the production of industrial machinery, automobiles etc. Some gulf countries such as Iran, Libya, Iraq, Saudi Arabia, etc. produce crude oil, petroleum, in abundance.

of resources: Every country possesses some natural resources. The development of a country upon exploitation of these resources. For example, India has adequate off-shore oil resources. But, it requires exploitation through sophisticated machines, technology, etc. which we do not Machinery and technology can be imported from the developed countries like USSR, USA, Japan, etc. This leads to best possible use of natural resources.

Facilitates economic development: Rapid development and growth of national income can be facilitated on the basis of exports and imports. Indeed, it is on the basis of imports of raw materials and export of manufactured goods that countries like Japan etc, have achieved a high rate of economic growth.

Equalisation of prices: International equalises prices of goods throughout the world. Whenever the prices of commodities tend to rise in a country, it can increase the

its imports to check the rise in prices. Similarly, whenever prices of products by exporting the same. decline, the trend may be Employment ppportunities: Foreign trade facilitates the growth of agricultural as well as industrial activities which in turn generates more employment in the country.

Harmonious relationship between countries: Because of foreign trade every may have access to goods that it does not produce at home. Similarly, a country with a surplus of certain goods can make them available to other countries experiencing shortage of those goods. This promotes and cordial relationship among various countries.

12.2.3 Problems in Foreign Trade Because of cultural and other environmental differences between various countries and the distance involved, foreign trade involves certain problems which do not arise in connection with home trade. Let us examine problems in detail. Suitability of the product for the market: Securing information the of products in the foreign market is a challenging task for every international This involves heavy and requires special skill and knowledge. Besides, the quality and price of goods must be more attractive as compared with similar products manufactured abroad. This requires intensive market research on the potential sale of goods to be exported. 2

Changes in supply and demand conditions: International markets are often subject to changes in the supply and demand for particular products due to the entry of new competitors,or increased competition of local producers, or because of changes in buyers' preferences. These changes cannot be easily anticipated by the exporters.

Frequent price changes : The price of products in international market may be affected by different factors. The changes may be due to changes in exchange rates of the currencies of importing and exporting countries, higher import duties, or freight rates. These factors increase the risks of foreign trade a great deal.

Credit risk: International trade which is generally on a large scale involves heavy amounts to be paid by the importer. The exporters often sell their products on credit and therefore have to bear the credit risk arising from the buyer's default, bankruptcy, etc.

Changes in exchange rate: An additional risk of foreign trade is the risk of changes in exchange rates. The rate at which the currency of importing countries can be converted into the currency of exporter may cause losses to the exporter or the importer.

Rules, regulations and procedures: Every country imposes certain restrictions in the export and import of goods to protect its economic and political interests, Besides, the to are changed from time to time. rules and regulations differ from For example, the provisions of Imports and Exports Control Act, 1947 changes in export import'policy and the restrictions on trade often create complications and problems for importers and exporters.

'Credit worthiness of importer and reliability of exporters: The value of goods involved in external trade is fairly high and the exporter has to grant credit facilities to the importer. Since there is no direct contact between exporter and it is necessary that the exporter must take steps to verify the credit worthiness of the importer and importer should check the reliability'of the exporter for supply of goods. This may take a long time and cause delay in the of

Transportation and cargo risks: International trade takes place either by land, air or water transport, and goods have to be transported over long distances. Water transport occupies a predominant place in transporting across the national boundaries because ships can carry large volumes of cargo at low cost. In spite of developments in transportation,the risks of loss or damage to cargo by fire, storm, collision, leakage, explosion, spoilage, etc. exist.

Time gap: The distance involved is usually greater in transporting goods one country to another country, and hence the transit time is longer. This time gap involves exporter's capital being locked up over a long period.

Procedure for Import and Export Trade

Political problems: Political risks may arise as a result of changes in governments or capture of cargo by enemies, etc. Commercial laws may be different between the trading countries. Moreover, conducting legal proceedings in a foreign country is complicated and expensive.

Marketing

12.3

INDIA'S FOREIGN TRADE PERFORMANCE

The pre-independence scene of India's foreign trade was characterised by heavy dependence of exports of traditional items. Nearly 85% of exports before independence were made up of raw materials and semi-manufactured products like foodstuffs, raw cotton, tea, spices, tobacco, Rides and skins and jute nianufactures. The import consisted of consumer goods and manufactured major parts of India's trade was confined to Britain and its colony. Since the post independence period, the foreign trade has undergone a radical change in the composition and market. The exportable items are shifted traditional commodities to new commodities. The items of exports readymade garments and cotton fabrics, agro-based products, are gems and machinery and metal manufactures, chemicals , etc. On the import front the major are petroleum oil, capital goods, elements, etc. which are essential country's economic development. The markets for India's export include USA. Japan, UK, Belgium and other developed, developing and least developed countries. Look at Table 12.1 which shows the growth of India's foreign trade. Table 12.1 The Growth of

Foreign Trade (Rs. in

Year

1950-5 1960-6 970-7 1 1 1990-91 1991-92 1992-93 1994-95

Exports

Imports

606 642 1535

608 1122 1634

32553 4404 53688 6975 82674

43 4785 63375 73101 8997 1

-2 480 -99 -5838 0645 -3810 -9687 -3350 -7297

7449 3

86064

- 1 1571

(Provisional)

Source:

Survey Note: The difference between balance of trade.

Government of New total value of goods exported and imported is called

Check Your Progress A 1 State whether the following statements are True or False. i)

'selling goods within the national boundaries is

trade

Exchange of goods between two countries is called internal trade. iii) Exchange of goods and services across national boundaries is called foreign trade. Foreign trade generates resources and employment v) External trade is an 'engine' for the development of economy of a nation The element of risk involved in foreign trade is much less than that of home trade. vii) India imports goods from USSR and pays its own currency to settle trade balances export goods without knowing the credit worthiness the importers.

International trade locks up huge amount of capital in products for a long period x) Before Independence the major part of India's foreign trade was with its colonies. India purchased crores of machinery and equipment from the USSR. Equipment worth Rs. 20 crores was exported to Bangladesh. a) Tick the correct alternatives from the following after going through the above statement. i)

Which one is the exporting country? India 2 Bangladesh 3 USSR

ii) Which one is the importing country? 1 USSR 2 Bangladesh 3 India

Which one. is the re-exporting country? Bangladesh 2 USSR 3 India b) Fill in the blanks after identifying the

i) ii) iii) iv)

of trade:

From USSR to India is called ................... for India. for India. From India to USSR is called From India to Bangladesh is called ................... for India. Trade among the above nations is called ....................

12.4 REGULATIONS GOVERNING FOREIGN TRADE In India, Foreign Trade is mainly governed by Foreign Trade (Development and Regulation) Act 1992, Foreign Exchange Regulations Act 1973, and the Quality Control and pre-shipment Inspection Act 1963. To export goods from India and to avail of the export benefits, exporters have to comply with certain formalities. First of all, let us discuss some of the important steps required to be taken by businessmen to undertake export-import business. They should (i) obtain the Reserve Bank Code Number, (ii) Promotion Council. etc. and (iii) Obtain the Import-Export Code Register with Number.

i I

Reserve Bank Code Number: Commercial exports can be undertaken by a firm in India only after it has obtained the Reserve Bank Code Number. This is a requirement under the Foreign Exchange Regulation Act (FERA).For obtaining the code number, the firm has to apply to the Divisional Office of the Reserve Bank having jurisdiction over the area where the firm is located. There is a prescribed form of application for this in duplicate along with the report from the bank where purpose which is to be the firm has opened current account. The firm is to furnish details about the nature of the organisation and products intended to be exported. Besides, it requires the permanent income-tax account number to be given. In case the firm does not have an income-tax account number, it will be required to apply for the Reserve is to be intimated within 15 days of the allotment of the income tax account number. On the Reserve Bank will allot the code number to the completion of these and there is no need firm, if the application is in order. The code number is to renew it. The number to be cited invariably on export used for declaration of exports. Registration with Export Promotion Council Export-Import Policy, 1992-97 makes it compulsory for exporters to get registered with any Export Promotion Council (EPC) or specified Commodity Boards, APEDA, MPEDA or etc. This registration is required for any person wishing to apply for a licence export or for any other benefit or concessions available under the policy. An application for membership is made to concerned authority in the prescribed form.

Procedure for Import and Export Trade

Once an exporter registered, the registration remains valid for five years. Export of the registered exporters having valid RCMC will only qualify for the benefits provided in the EXIM policy. Registered exporters have to submit monthly reports about exports made by them.

Marketing ,

Import Export Code' Number : Every importing goods for commercial purposes is required to obtain an Import-Export code number from the Regional Import-Export Licensing Authority. Customs authority do not allow clearance of goods to an importer, unless he possesses a valid import-export code number. Application for of the code number has to be made in duplicate, in the prescribed to the Regional Import-Export Licensing Authority. The Code number allotted to a person is valid for import of any by the person subject to restrictions announced from time to time.

12.5 EXPORT TRADE PROCEDURE When goods are exported to a foreign country, the exporter has to follow the procedure prescribed by the government. The procedure involved in exporting goods differs country to country and depends on the existing policy of that country. The general procedure for exports from India involves the following stages: 1 2 3

4 5 6

7 8 9 10 11 12 13 14 15 16

Receives enquiry Receives'and the order from importer Obtains export licence goods Fulfils exchange regulations Books shipping space Gets excise clearance and pre-shipment inspection Backing and marking Appoints clearing and forwarding agents Customs formalities Insurance of goods and ECGC cover Places the goods on board the ship Obtains bill of lading Collects necessary documents and despatches shipment advice to the importer Secures payment Claims the incentives

Receives an Enquiry The first stage in the export trade is the receipt of an enquiry by the exporter from an regarding importer or his agent. An enquiry is a request by a foreign buyer for , the specificationsand the price of the he intends to purchase. The reply to an enquiry is in the form of a quotation or invoice which contains particulars like name and address of the buyer, full description of the goods offered, price, and terms of sale, and other details such as validity period of the offer, delivery schedule, payment terms, etc. Receives and Scrutinises the Order from the Importer When the importer accepts the quotation, he places an order (also called indent) with the exporter. The exporter should take care to the terms and conditions of sale as they determine all subsequent actions with regard to the export transaction. It should be ensured that the contract has been entered into in accordance with the prevailing export policy and foreign exchange regulations of India, Particular attention has to be paid to the terms of payment. If the terms and conditions of the order are acceptable, a confirmation in writing giving the details of the order, terms and conditions, etc, should be forwarded to the buyer at the earliest. Obtains an Export Licence

The development and regulation of trade in India is governed by the Foreign Trade (Development and Regulation) Act, 1992, This act helps in facilitating imports

and augmenting exports from India. Goods subject to control can not be exported without a valid export licence. In order to obtain an export licence, the exporter has to to the Director General of Foreign Trade (DGFT) or Regional Licensing Authority the prescribed form. After the Licensing Authority is satisfied; the exporter will be an export licence. Goods soon as the export order is confirmed, preparations for the of the goods are started. In the case of manufacturer-exporter,a delivery note (in duplicate) is sent the works manager or the factory manager. note should the description of the goods as has been given in the export order, and a copy of the instructions given by the dates by which the goods must be manufactured. the date by which necessary importer. formalities are to be completed, and the date of shipment must be clearly intimated to the to obtain the required goods from the market works manager. A merchant exporter has has to get them from other manufacturers. specifications and instructions to be intimated to the supplier of goods must be in accordance with those given in the export order. Fulfils Exchange Regulations or indirectly to any place Every exporter precedent to export of any goods furnish a declaration on the prescribed outside India other than Nepal and Bhutan form to the Reserve Bank of India. The declaration is made about the full value of exportable goods or the prevailing market value of the goods. The full value of exports should be realised on due date for payment or within 180 days from the date of shipment, whichever is earlier. The documents for foreign exchange formalities include, GR form form used for postal channel and in all shipments other than by Post, form for Computer Software. Books Shipping Space arrange transport by entering into an agreement with It is the responsibility of the a shipping company for transporting the goods to the importer. Usually this responsibility is given to a freight broker or agent who specialises in this job. He possessesfull knowledge of the various shipping lines operating on the specific route and is in a position to obtain the lowest possible freight rates. The shipping agent on behalf of the exporter gets shipping shipping order contains instructions to the captain of order from the Shipping Company. the ship to receive the specific quantity of goods from the exporter mentioned therein. If-the consignment is very big, the exporter may charter a whole ship or a major part of the ship. The with the shipping company is then known as Charter Party. If it is the buyer's responsibility to arrange transport, he should be advised of the dates the goods would be ready for movement. Gets Excise Clearance and Pre-shipment Inspection As soon as the goods have been manufactured or procured, steps should be taken by the exporter to obtain clearance from the excise authorities. This can be done in two ways: he can pay the excise duty at the time of removing the export consignment from the factory and then file a claim for refund of the duty after the goods have been exported; (ii) he can secure clearance by executing a bond on such terms and conditions as the collector of excise may decide. At this stage the exporter has to arrange for pre-shipment inspection to ensure conformity with the prescribed specifications. An Inspector is deputed by Inspection Agency to specifications, inspect the export consignment. If the goods conform to the inspection certificate is issued. Packing and Marking Packing for exports is a highly

job. It

adequate protection for

Procedure for and Export Trade

Marketing

Packed goods must be in accordance with requirements of the buyer, shipping company the customs authorities. Packed goods should be marked as per the instructions of the importer. Each package should have distinct shipping marks identify the consignment easily. In addition, the gross weight, the tare (the weight of the package itself) and the net weight along with the measurements should be marked on the package. The marking may done in the of a rectangle, a square, a triangle or a circle as given below:

package should also have suitable lables for different classes of goods to facilitate of goods. For fragile goods, handling instructions like handle with care or this up could also be on the package.

Appoints Clearing and Forwarding Agents Sometimes, exporters appoint clearing and forwarding agents to look after all shipping customs formalities and actual loading of the goods on board the ship. The forwarding experts in their line of business and offer valuable services to the expoiter on of reasonable charges. In particular, they perform the following functions: negotiation of shipping contract, customs formalities, and loading of goods in ship and securing the Bill of Lading. They may also undertake packing and marking of goods and help in getting the goods insured. Customs Formalities The clearing and the forwarding agent takes delivery of the consignment from the railways and for its storage in the warehouse. Thereafter, he takes necessary to comply with the customs formalities. He has to prepare the shipping bill which is the main document required by the customs authorities for the purpose of granting permission for exports. The shipping bill is a document showing the exporter's name and address, description of goods such as marks, numbers, quantity and value, etc., the country from vessel and the port where goods are to which they are exported, the name of discharged. There are three types of shipping bills: for duty free goods a white shipping bill, (ii) for goods, a yellow shipping bill and (iii) When duty drawback is allowed, a green shipping bill. Besides the shipping bill, the following other documents are also required to be submitted for customs clearance: AR-4 form (regarding excise duty payment), G.R. form (declaring value of goods), original order or letter of credit, commercial invoice, packing list (needed of goods), and declaration form (a formal announcement by the exporter that for the particulars entered in the shipping bill are in conformity with the export order). 'The exporter or the clearing and forwarding agent in his belialf'is required to present the required documents. The exporter will be asked to pay the export duty, if any. The customs out the physical house will then direct the examining office or the appraiser to examination of the goods at the dock. After the exporter has gone through all formalities to the satisfaction'of the customs authorities, a customs export pass or an endorsement 'let bill.,Then loading of ship' is issued to the exporter on the duplicate copy of the goods will take place on the board. Insurance of Goods and ECGC cover Generally, the shipping companies refuse to carry the goods unless they are insured for loss or damage in course of Similarly, the commercial banks refuse to discount the bills of exchange, unless they are accompanied by the insurance policy. Hence, before must be insured for the various types of risks involved in' the goods are despatched, transit by the exporter. Usually goods are insured for an amount which covers not only the value of the goods but also a reasonable profit. The commercial and political risks, like civil war in the importing country can be covered insolvency of the buyer, insuring the shipment with the Export Credit Guarantee Corporation (ECGC). This will help the exporter in securing export finance from banks.

,Placesthe Goods on Board the Ship Once the customs export pass is secured, the exporter may deliver his goods directly to the dock or the ship. If the exporter delivers goods to the dock, a dock receipt is given for the goods. When goods are loaded directly in the ship, the Mate (captain's assistant) of the ship issues a receipt in acknowledgement of the goods after examining the packing and counting of the packages. This receipt is called the 'mate's receipt'. The mate issues a clean receipt if he is satisfied with the packing of the goods. If he is not satisfied he will make a remark to the effect of the mate's receipt. A mate's receipt with such a remark is considered a 'foul' or 'claused receipt'. This remark is transferred to the bill of lading when the exporter gets it in exchange for the mate's receipt. The exporter should, therefore, take proper care in packing the goods so as to avoid any remarks on the mate's receipt. Obtains Bill of Lading

A bill of lading is a document by which the shipping company acknowledges the receipt of goods on board the ship. It contains the terms and conditions on which goods are to be delivered to the port of destination. It serves as an evidence of the terms of the contract of afreightment between the exporter and the shipping company. The bill of lading is the document of title to the goods, without which goods cannot be claimed. Thus, when the goods arrive at the port, the bill must be produced before they can be claimed. The order, when it can be endorsed and bill can be made out to a certain person only, passed on, to transfer ownership of the goods to another. However, it is not negotiable, because the bearer's claim to the goods can never be better than the claim of the person who on the bill to him. If a bill were stolen before being passed on, it would not confer a legal right to the goods. The bill of lading mentions whether the freight has been paid or yet to be paid. When the freight is paid by the exporter, the bill of lading is marked freight paid. When the freight is payable by the importer of the goods, the bill of lading is marked Collects Necessary Documents and Despatches Shipment Advice t o the After the goods are placed on board, the agent returns the following documents to the exporter: A set of 'clean on board' bill of lading, a copy of invoice duly attested by customs authorities, (iii) copies of the shipping bill, (iv) export order in original (v) of in original (vi) duplicate copy of the AR-form and (vii) duplicate copy of GR form, As soon as the exporter receives the above documents, he sends a shipment advice to the importer, along with the documents: commercial invoice (ii) insurance policy, (iii) copies of the bill of lading which are not negotiable, and (iv) the packing list. for the Taking the possession of these documents, the importer or his clearing agent clearance of goods from the customs office in whose custody the goods lie after being unloaded from the ship. The importer or his clearing agent approaches the shipping company, pays the dues, if any, and gets the possession of goods after submitting the bill of lading and other documents needed by the shipping company. The commercial invoice is the bill stating what goods have been sent, their weights, markings, prices and values. The importer needs the invoice to see what he owes and to check it with his copy of the indent. and insurance policy to enable him to He must have the bill of lading to claim the claim from the insurance company the value of damage, if any, suffered by the goods during the voyage. Secures Payment There are a number of alternative methods of securing payment of export dues from the importer. The method of payment is however, determined by the contract between exporter and the importer. The two most common methods are described Documentary bills of exchange: By drawing of exchange' on the importer, the exporter gets a promise of payment. The exporter the necessary documents to the importer along with a bill of exchange on him with specific ihstructions that the documents would be released to the importer only when he accepts the bill of or pays it. If the documents are released against the arrangement is known as documents against payment (DIP). If the documents are to be released against acceptance of the bill, the is known as documents against

Procedure for Export Trade

acceptance Normally, under the bills the exporter waits for payment bill finally paid for. This may take time. But the negotiating banks are very often willing to discount the bills. This enables the exporter to receive payment after shipment of goods. wants to get the amount immediately, he can discount the with the local branch of his bank. For this purpose, he has to issue a letter of hypothecation to the bank. A letter of hypothecation is a letter addressed to a bank along with the bill on the importer, by an exporter for the shipped by him. the bank to sell the goods in case of dishonour of the by importer. under letter of credit: A safer and quicker method of is that of documentary credit whereby the importer arranges for a bank to open a letter credit in favour of the exporter. In a letter of credit, the importer's bank gives written undertaking to the exporter that if the exporter presents certain documents relating to the shipment of the goods within a fixed period, the bank will drawn under the credit the amount specified in the honour the bill of letter of credit. In both the cases, the necessary documents along wifh the bill of exchange drawn on the importer are sent to the importer through the exporter's bank. negotiating bank the documents and thereafter sends the bill of exchange, of lading, insurance policy and other documents to the importer's bank for discharge of payment. If the bill is payable at sight, the exporter receives his money If i t is payable certain number of days after sight or date, the bank accepts the exporter discounts it. it

Claims the Incentives An exporter is entitled to claim certain benefits like duty drawbacks, excise rebate; special import licences; tax concessions etc. These incentives are offered by the government to promote exports. The last step in export procedure is to claim these government. incentives from Check Your Progress Fill in the

...................

is subject lo control under

Taking the whole ship or part of the ship from the shipping company the goods is ................... The Mate exported.

when he is satisfied

packing,

of the goods to be

when an exporter delivers goods directly at the dock.

inspection When

quality control of the goods are done by is paid by the exporter the bill of lading is marked

12.6 IMPORT TRADE PROCEDURE procedure differs country to country depending upon the satisfactory and practices in force. The general procedure of import trade in India stages:

I 2

3 4 5

Trade Obtains

lmport Licence Exchange Places the Orderllndent Arranges Letter of Credit

6 7 8

Gets Shipping Documents Clears the Goods Makes Payments

Trade intending importer makes trade enquiry from the possible exporters. His enquiry is based on the details of the goods required by him viz., quality, design, size, etc. and seeks information regarding the availability of goads, the price at which they would be available and conditions regarding delivery payment. In response to his enquiry, the and the importer may receive a number of quotations which will contain particulars as of the goods available in ready stock, their quality, size, design, etc. The different quotations will also and conditions of specify the price at which the goods should be availableand the sale. Once quotations from different suppliers have been received, a thorough comparison should be made of the various quotations before taking the decision to import. Obtain an Import Licence order to obtain an import licence, the intending importer makes an application in the prescribed form, to the Licencing Authority. When the licensing authority is satisfied with the claims, he issues the licence. The import licence is issued in duplicate. 'The first authority at the time of clearance of copy is presented by the importer to the goods and the second copy is used for obtaining foreign exchange from Reserve Bank of India. Although raw materials, intermediates, capital goods and other items announced by the government may be imported freely under Open General Licence (OGL) scheme.

Obtains Foreign Exchange After obtaining the import licence, the importer makes arrangements for obtaining the necessary amount of foreign currency. In India, the Reserve Bank of India (RBI) is authorised by the Government to regulate the use of exchange. Every importer has to under the Exchange produce import licence along with the prescribed application Control Act. The exchange bank of the importer endorses and forwards the application to the Exchange Control Department of RBI. The RBI sanctions the release of the amount of foreign exchange to the importer the application on the basis of the existing Government policy. Places the After obtaining the import licence and requisite amount of foreign exchange, the next step is to place the order or indent for import of the goods. An indent is a form of order sent abroad for goods to be imported. The indent contains Full details regarding the goods to be imported and the terms and conditions regarding price, shipment, delivery, the of payment, etc. An indent may be 'open', 'closed' or 'confirmatory'. When the selection of goods and other details are left to the agent's discretion in the foreign country, it is called an 'open indent'. A closed indent contains full particulars of the exact goods required. When an order is placed subject to the confirmation by the importer's agent, it is confirmatory indent. Every importer is free to place the order directly or through the intermediaries, in These specialised agencies are called indent houses. An indent house refers to an import agent or import firm,which impons goods on orders received from importers. The indent house serves as middlemen between the importers and exporters. They charge certain percentage of commission for their services from the importer. If the importer wants to make use of services of an indent house, he has to enter into an agreement with the indent house for the supply of specified goods. For this purpose there are certain special forms which the indent house fills up and the importer signs, In India many of the big indent houses have their offices in port'towns like Bombay, Madras, Calcutta, etc.

for Import and Export Trade

Marketing

Arranges Letter of Credit Depending upon the terms of payment, the importer may have to arrange a letter of credit be issued by his bank in favour of the exporter. All the terms and conditions agreed upon between the importer and exporter are generally spelt out in the letter of credit. The importer's bank issues the letter of credit authorising the correspondent bank in the exporter's country to buy the bill drawn by the exporter on the importer, or to accept the drawn on the bank itself. The importer's bank may require adequate amount to be deposited importer so as to cover the amount for which the letter of credit is issued. But such deposit may not be insisted upon if the importer is an established person or a firm well known to the bank or it maintains a satisfactory deposit account with the bank. A bank may issue any of the following types of letter of credit. Revocable letter of credit: It can be withdrawn or altered or revoked at the of the issuing bank without the prior consent of the exporter. ii) Unconfirmed irrevocable letters of credit: It cannot be cancelled or altered or issuing bank prior to the date of expiry, without the consent of the withdrawn by exporter and is thus much safer. iii) Confirmed irrevocable letters of credit : The irrevocable letter of credit shall be by a bank. With a confirmed irrevocable more safe if it is confirmed or credit, the bank pay the exporter, whatever happens to the or the foreign bank. Gets Shipping Documents After receiving order and the letter of credit, the exporter ships the goods and intimates the importer that the goods have been despatched.The exporter draws a bill of exchange on the importer's bank for the full value of goods payable to him. The bill of exchange, accompanied by all the shipping documents viz. commercial invoice, bill of lading, insurance policy, and the certificate of origin (if needed), are forwarded to the importer's bank by the exporter's bank. Under the letter of credit arrangement, the importer's bank will the documents to the importer who would take steps for getting the goods cleared from the customs authorities. In the absence of a letter of credit, the bank will follow the instructions of the exporter the matter of delivering the documents to the importer. If the bill of exchange is marked (documents against acceptance), the documents will be delivered to the importer on the acceptance of the bill. If the bill is marked (documents against payment), the documents will be delivered to the importer only on payment of the amount of the bill. Clear the Goods After taking possession of the documents of title to the goods, the importer waits for the arrival of the ship. When the ship arrives at the port of destination, the importer arranges clearance of the goods from the customs office in whose custody the goods lie after being unloaded from the ship. This requires a number of formalitiesto be completed. The importer may appoint a clearing agent for that purpose. Clearance of goods requires the following steps to be taken: (i) get the bill of lading endorsed by the shipping company for delivery of the goods or a delivery order issued by the shipping company (ii) pay the necessary amount of port trust dues representing the cost of services rendered by the dock authorities in up a 'bill of entry' containing all particulars connection with the loading of goods relating to the imported goods and the customs duty to paid. After import duty has paid, the importer has to submit the 'bill of lading 'port trust dues receipt' and of entry' to the shipping company for release of the goods. In case the importer is not in a position to pay the customs duty in full immediately, he may apply to the customs authorities to get them placed in the bonded warehouse. The importer can pay duty for part of the goods as and when he wants to get delivery. Makes Payments

and the The mode of payment for import depends upon the agreement between the bills), the importer exporter. If the documents have been received against acceptance has to honour the bill of exchange on the due date. After the bill is paid, the importer bills), the importer transactioncomes to a close. In case of documents against payment pays immediately or within a short period after presentation, because the importer gets of title to the goods only on payment of the bill. possession of the

Check Your Progress and Export Trade

Procedure for

State whether the following statements are True or False. i)

Import,trade procedure does not differ from country to country.

ii) RBI issues foreign exchange in our country. iii) An indent is an order to import goods. iv) An indent house serves as middleman between the importer and exporter. v) Letter of credit is issued by the bank only when bill of exchange is produced. vi) In absence of letter of credit, the bank follows the instructions of the exporter to deliver the documents. vii) On dutiable goods, the duty is paid immediately and on bonded goods the duty is not paid in instalments. viii) Certificate of origin is sent to the importer to take imported.

possession of goods

ix) Revocable letter of credit cannot be altered or cancelled without the consent of the exporter. x)

Clearing agents and indent houses perform similar functions.

12.7 LET US SUM UP Exchange of goods and services across national boundaries is called 'foreign trade' or 'international trade'. The main difference between home trade and foreign trade is that the people involved in the former are citizens of the same country, whereas those involved in the latter are of different nationality. Besides, there is little restriction on trade between people within a country. But there are numerous restrictions on foreign trade. In domestic trade, payment is made and received in the same units of money. In foreign trade, what the into the currency acceptable to the importer pays in his national currency has to be exporter. Moreover, payment can be made in hometradeeither in cash or by cheque or a national bank. In foreign trade payment can be made only through a bank, Foreign can be divided into three categories: Import trade (purchase made from a foreign country), Export trade (goods sold to a foreign country), and Entreport trade (goods . imported from one country for export to other countries). The importance of foreign trade to people in different countries may be attributed to (i) specialisation and efficiency of productive activities of different countries (ii) utilisation of natural resources in different countries, economic development on the basis of exports and imports (iv) equalising the prices of goods all over the world (v) creating relationship between different countries. employment opportunities and The problems of foreign trade are difficulty of securing information about the suitability of products in the foreign market, (ii) difficulty of anticipating changes in supply and risks of frequent changes in prices in international markets, demand conditions abroad, (iv) credit risk to be borne by the exporter, (v) risk of fluctuation in exchange rates (vi) differences in the regulation and in different countries, (vii) ensuring the credit worthiness of importer reliability of exporter, (viii) risks of loss or to cargo in course of (ix) time gap between export and receipt of payment, and (x) and legal problems. Before Independence, India was largely an importer of manufactured goods and exporter of trade has raw materials. With industrial development since Independence India's undergone a radical changd in its composition and is no longer confined in Britain and its colonies. To export goods India and to avail of the export benefits, exporters were to comply with certain formalities like: obtaining the Reserve Bank Code Number, registration with Export Promotion Council, and obtaining the Export-Import Code Number.

T h e general procedure involved in connection with exports

India are: receiving enquiry; receipt and scrutiny of the order the importer; obtaining export licence; exchange regulation; booking of shipping manufacturing or procuring goods; space; getting excise clearance and pre-shipmentclearance; packing and marking;

appointing clearing and forwarding agents; completing customs formalities; insurance of goods on board the ship; obtaining the bill of lading; goods and ECGC cover; collection of necessary documents and despatch of shipment advice to the importer; securing payment either by means of documentary bills of exchange or documentary credit under letter of credit; and claiming the incentives for export from government authorities. procedurefor import trade in India consists of: making trade enquiry from exporters; licence; securing sanction and release of foreign exchange; placing the obtaining indent; arranging letter of credit; receipt of shipping documents; clearing the goods getting the bill of lading endorsed by the shipping company and delivery order issued, dues etc. filling up the of entry; and making payment against the payment of port exporters bill and accepting the bill to obtain the documents of title to the goods.

KEY WORDS Bill of Entry: A document showing the details of goods imported. The custom authorities determine the amount of import duty on this basis. Bill of Lading: A document issued by the shipping company acknowledging the receipt of goods on board the ship and containing the terms and conditionson which goods taken to the port of destination. bonded Warehouse: An agreement between shipping company and the exporter for of goods to another port. Certificate of Origin: A document showing place of origin sent to the importer in order to enable him to take advantage of preferential treatment as regards customs duties. Commercial Invoice: The bill prepared by the exporter showing details of their weights, markings, prices and values, despatched together with any other charges that may be due to the exporter such as freight and insurance premiums paid by him. Charter Party: A contract of affreightment for chartering a whole ship or a major part of it. Contract of Affreightment: agreement between shipping company and the exporter for the of goods to another port.

A method of receiving payment from the importer whereby the documents are released to the importer on acceptance of a bill of exchange. Documentary Credit: A method of receiving payment from the importer whereby the importer arranges for a bank to issue a letter of credit in favour of the exporter.

A method of receiving payment from the whereby the documents are to be released by the bank to the importer on payment of the account due. Dock Receipts: A document issued by the dock authorities when the exporter delivers goods directly to the dock. refund of import duty. Entrepot Trade: Import of goods by one country for exporting

another country.

G.R. Form: A form prescribed by Reserve Bank of India to ensure that the foreign exchange receipts in respect of exports are received in India within 180 days of the shipment. Indent: An order sent abroad for the import of goods. Indent House: A

which arranges the import of goods on behalf of various

Letter of Credit: A document or order issued by a banker some other banker to the amount stated in the letter to a party named therein or his order.

of Hypothecation: A letter signed by the exporter authorising the bank to deal with the goods in case the importer fails to accept or honour the bill. (captain's assistant) when an

Mate's Receipt: A document issued by the exporter loads goods directly in the ship.

showing the description of goods, the country from which they Shipping Bill: A are exported, the name of the vessel and the port goods are to be discharged. by the shipping company containing instructions to Shipping Order: A document the captain of the ship to accept goods mentioned therein for shipping from the exporter.

12.9 SOME USEFUL BOOKS M.J. International Trade, Policies and Prospective~in Developing Economy, Sri Ram Book Company: Jaipur. M.L. 1988. Limited: New Delhi.

Trade Management in India, Vikas Publishing House Private

R.L. and B. Bhattacharya. 1984. International Indian Perspective, Sultah Chand Sons: New Delhi. Williams D. 1985. Commerce.

Management: An

New Delhi.

12.10 ANSWERS TO CHECK YOUR PROGRESS A

(i) True (vi) False

(ii) (vii) False

2 (b) (i) export trade (iv) foreign trade

(iii) 3 (ii) import trade

(iv) False

(ix) True

(v) True (x) True

re-export trade

(i) Import Export Controls Act (ii) Charter Party clean receipt dock receipt inspector from the inspection agency (vi) freight paid (i) False (vi) True

(iii) True (viii) False

(ii) True (vii) True

(iii) True (viii) False

(iv) True False

True

(x) False

1 TERMINAL QUESTIONS

Define foreign trade. How does it differ from home trade?

"Foreign trade is an engine of economic growth in a country."Discuss this statement keeping in view the Indian context and state other advantages of the foreign trade.

India's foreign trade has undergone a radical transformation since Independence. Do you agree with this view? Substantiate your view with facts.

What is a Letter of Credit? How does it help'in financing foreign trade? shipping documents required to be submitted along with a documentary letter of credit?

Distinguish between a) Bill Lading and Shipping Bill b) Bill Lading and Charter Party c) Mate's Receipt and Shipping Order

Explain the stages through which an export transaction has to pass and describe documents involved.

Describe the procedure for import of goods.

What documents must accompany an export shipment? Describe them briefly.

Procedure for Import Trade

Marketing

State the functions performed by clearing and forwarding agents in relation to and export of goods.

Write short notes an: a) Bill of Entry b) Documents against Payment . c) Documents against Acceptance d) Certificate of Origin

These questions will help you to understand the unit better. Try to write answers for them. not submit your answers to the university. These are for your practice only.

NOTES

UNIT

BANKING

Structure 13.0 13.1 13.2 13.3 13.4 13.5

Objectives , Introduction What is a Bank Types of Banks Role of Commercial Banks Banker and Customer Who is a 13.5.2 Relationship between Banker and Customer 13.5.3 Duties of a Bank Rights of a Bank

13.6

Types of Bank Accounts 13.6.1 Fixed Deposit Account Current Account 13.6.3 Savings Bank Account 13.6.4 Recurring Deposit Account

13.7

Modes of Making Payments 13.7.1 Cheques 13.7.2 Drafts 13.7 3 Standing Instructions

13.8

Advances 13.8.1 Loans Overdraft 13.8.3 Cash Credit Discountingo f Bills

13.9

Modes of Creating Charge 13.9.1 Pledge 13.9.2 Hypothecation 13.9.3 Mortgage

13.10 13.11 13.12 13.13 13.14

Other Bank Services Key Words Answers to Check Your Progress Terminal Questions

OBJECTIVES After studying this unit, you should be able to: explain the meaning of a bank describe the types of banks explain the relationship between banker and customer list the duties and rights of banks describe the types of accounts and their operations enumerate the methods of making payments through banks explain the methods of advance and loans describe the role of credit cards.

13.1

INTRODUCTION

You have already studied that all those activities which facilitate the trade are called 'aids to trade' or "auxiliaries to trade'. Aids to trade eliminate the hindrances and facilitate the flow of producer to consumers. They are classified into five categories : (1) advertising, goods (2) (3) insurance, (4) transportation, and (5) warehousing.You have already studied about advertising in Block You will study the remaining four aids to trade in this block. This unit is devoted for banking. In this unit, you will learn the meaning and classificationof banks, the different types of accounts that can be opened in a bank and their operations, various types of bank and various methods of payments through banks. You will also learn about electronic banking and credit cards.

Services

13.2

WHAT IS A BANK

In simple words, bank is an institution which deals in money. Banks accept surplus money from those who are not needing it immediately and lend it to those who need it. Let us see various definitions of bank given by differentauthors and understand the main features of bank. "A banker is one who in the ordinary course of his business honours cheques drawn upon him 'by persons from and for whom he receives money on current accounts" - Herbert L. Hart "The of receiving money from his customers and repaying it by honouring their which distinguishes a cheques as and when required is the function above all other H. P. Seldon banking business any other kind of business". "Banking means the accepting, for purpose of lending or investment of deposits of money the public, repayable on demand or otherwise and withdrawable by cheque, draft, order Banking Regulation Act or otherwise". "No person or body corporate or otherwise, can be a banker who does not take deposit accounts, take current accounts, issue and pay cheques and collect cheques, crossed and Sir John uncrossed, for his customers". If you go through the above definitions of a bank, you will notice that a bank must perform two essential functions: 1) acceptance of deposits public, and (2) lending or investing the same. It is also provided that the bank is under the obligation of repaying money on demand to respective depositors. You should note that the banker does not refund the money on his own accord, even if the period for which it was deposited expires. Thus, the depositor must make a proper demand for refund of money. Acceptance of deposits,of money is an essential no doubt, but simply because a company is accepting deposits of money from the public, does not make it a banker. It is necessary that the deposits accepted should be used for lending or investment. The banks mobilise the resources by accepting deposits and utilise such funds by employing them profitably. The banker is, thus, an intermediary and deals with the money belonging to the public. In the modern days, industrial units and commercial undertakings also accept deposits of facility to withdraw them when required or the expiry of money from the public with cannot be as bankers because acceptance a certain agreed period. But such of deposits is their subsidiary business, while the main function is manufacturing or Besides receiving deposits and lending or investing funds, the banks also various subsidiary services such as collection of cheques, drafts and bills, collection of interests and dividends on securities, making payment on behalf of his customers, remittance of funds, discounting the bills of exchange, acceptance of valuables for safe custody, etc. From the above discussion, you identify the distinguishing features of a bank as follows: Acceptance of deposits of money from the public Profitable employment of such funds Obligation to refund deposits on demand Lending or investing money Banking as the main business. Thus, if a concern carries on banking business only as an business, it cannot be considered as a bank.

13.3

other main

TYPES OF BANKS

There are different institutions who conduct their operationsin a different basis of their functions, we can classify banks as follows:

On the

Commercial Banks: Commercial banks are the oldest institutions having a wide network of branches throughout the country. A commercial bank is a monetary institution which serves the interest of its depositors by utilising their funds in profitable ventures and provide a variety of services to its customers. Commercial banks may either be by the Government or may be run in the private sector. Besides deposit commercial banks provide not only short-term loans but also medium and long term loan to trade and industry. 2, Co-operative Banks: Cooperative banks are private sector banks. A cooperative bank is a voluntary association of members for self help and caters to their financial needs on a mutual basis. These banks are also subject to control and inspection by the Reserve Bank India. Such banks get their resourcesfrom their shares, public deposits and also loans the state cooperative banks. They also get short and medium term loans from the Reserve Bank of India. To enhance public confidence in cooperative banks, the Reserve Bank of India has extended the Credit Guarantee Scheme to cooperative banks.

3. Land Development Banks: These banks provide long term credit to agriculture for purposes such as pump sets, tractors, digging up wells, land improvement, etc. These banks raise their resources mainly by flotation of debentures, subscribed by the State Bank Group, commercial banks, LIC and by RBI. These banks grant loans to farmers against the security of their land. The land development banks cannot be strictly called banking institutions because they are not required to mobilise deposits and not to maintain cash reserve ratio. 4. Regional Rural Banks: The main objective for setting up of the was to provide credit and other facilities, especially to small and marginal farmers, agricultural labourers, artisans and small entrepreneurs in rural areas. The are sponsored by scheduled banks, usually a nationalised commercial bank.

5. Industrial Banks: These banks have come up to promote rapid industrial development. Such banks provide medium and long term loans to industrial sector. They also do underwriting of public issues by corporate sector guarantee. They render other services like identification of suitable projects, preparation of project reports, providing technical advice and managerial services, raising of management, etc. We have Bank of India (IDB), a number of such banks in India, namely, Industrial Industrial Finance Corporation of India (IFCI), Industrial Credit and Investment etc. Corporation of India Ltd. (ICICI), Industrial Reconstruction Bank of India 6 . Central Bank: Every country has a Central Bank of its own. It is called a Central Bank because it occupies a central position in the monetary and banking system of the country is the highest financial authority. is the apex bank and the statutory institution in the money market of a country. In India, of India is the central bank. The main function of this bank is to regulate and supervise the whole banking system in the country. It is a banker's bank and controller of credit in the country. It has the sole right of note issue. It is a lender of last resort and custodian of foreign exchange of country.

13.4

ROLE

COMMERCIAL BANKS

Commercial banks play a very important role in the economic development of the country. nerve centre of trade, commerce and business in any country. We can discuss Banks are the role of commercial banks by examining the services provided by them as under: 1. Collection of Deposits: Accepting deposits from the customers is one of the main function of the banks, By mobiling deposits the commercial banks help in the developinent of savings habit in the public. Bank deposits are not only safe but bank also earn interest on it. 2. Payments: Banks facilitate Payments cheques which is a very convenient and safe mode of making payments. Cheques serve as a ready proof of the payments are made by cheques, there is no fact that the payment has been made. need of carrying large amounts of cash and the trouble of counting is avoided.

Banking

Business

3. Provide Loans Advances: Commercial banks grant loans and credit facilities to the public. Banks also allow overdraft facilities to its customers, thus providing them instant credit. Banks issue letters of credit, thus enabling businessmen to deal with strangers because payment is guaranteed.

4. Provide Credit Information: Commercial banks provide vital information relating credit worthiness of their customers. Whenever a businessman deals with another businessman for the time, he would like to know the position of the other person. In such case if he refers it to his banker, who provides the necessary information. 5. Discounting of Bills: The banks lend money by discounting bills. Discounting a bill of exchange means the advancing of a loan against a promise to pay in future. This is a very popular method of lending as the loans are self liquidating. 6 . Collection of Cheques, etc.: Banks also undertake to collect drafts, bills of exchange etc. on behalf of its customers.

amount of cheques,

7. Safety of Valuables: The banks provide safe deposit vaults (lockers) wherein valuables such as jewellery, ornaments, documents, etc., can be kept safely. 8. Remittance of Money: If money is to be remitted to any other place, it can be done quickly through banks, Now some of the provide 24 hours service, wherein by giving your personal identity number, you can withdraw money at any hour of the day.

From the above you must have noted that the commercial banks play a very important role in the business world. We cannot think of a modern society without The banks are playing a pioneering role in lending, particularly to the priority sector, constituting agriculture, small scale industries and small business. The emerging environment offer ample opportunities to banks to venture into new and profitable areas.

13.5

BANKER AND CUSTOMER

You have learnt the meaning and functions of a customer of a bank.

13.5.1

Now let us discuss the meaning of a

Who is a Customer ? .

Ordinarily, the customer of a bank means a person who has an accpunt with bank. According to Sir John "To constitute a customer there must be some course or habit of dealing in the nature of regular banking business. It is difficult to reconcile the idea of a single transaction with that of a customer". According to this view, to constitute a customer of a bank it is necessary to satisfy two conditions, (i) there must be regular transactions or that the customer must have the habit of dealing with the bank, and (ii) the transaction betweenthem must be of a banking nature. The first condition means that a single banking transaction will not make a person a customer of a bank. He must maintain his account with the bank for a reasonable duration, and must deal with the bank quite frequently. But now this view has been discarded. In vs.Todd,it was held,"the relationship of banker and customer begins as soon as the first cheque is paid in and accepted for collection". According to this decision, a person becomes a customer of a bank as soon as the bank account is opened. In the case of Commissioners of . Taxation English,Scottish and Australian Bank, it was held, duration is not the essence to signify the relationship between a banker and customer."In a recent case of The Central Bank of India vs. Gopinathan Nair & Others the Kerala High Court observed', "broadly speaking, a customer is a person who has the habit of resorting to the same place or person to do business. So far as banking transactions are concerned, he is a person whose money has been accepted by the banker on the footing that the banker will honour drawings the amount standing to his credit, of his connection being of short or long standing." From the above, it should be clear to you that as soon as an account is opened in a bank and the first transaction takes place, the person becomes a of that bank. You should remember that casual transactions carried on through a bank, without having a bank account, will not make a person a customerof the bank, even if they are carried on for a long duration. 8

13.5.2 Relationship between Banker and Customer You have learnt what is a bank and who is a customer. Now let us understand the relationship between the two. The relationship between a banker and a customer is as follows: Contractual Relationship: The primary relationship between a banker and a customer arises from'a contract between the two, so it is a contractual relationship. The contract takes place the moment an account is opened by a customer with a bank and this contract remains valid till the customer operates his account as per the terms and conditions agreed between them.

2. Debtor and Creditor Relationship: The relation of a banker and customer is primarily that of a debtor and creditor. When a customer opens an account with a bank and maintains credit balance, the banker assumes the position of a debtor and the customer assumes the role of a creditor. Money deposited with the bank becomes a debt due from him to the customer. The banker can use the money deposited with him by the customers in any manner according to his discretion, his only obligation being to repay the debt as and demanded by the customer. 3.

and Bailor Relationship: When a bank accepts deposits of money, he does not act as a bailee. This is so because a bailee accepts the bailment of goods on the condition that the things bailed will not be utilised by him and the identical goods will be returned. But a bank does not accept money from customer on the condition that it will not utilise the money and that the identical money (the same currency notes or coins deposited by customer) will be returned. A banker provides for safe deposit vaults and accepts documents and valuables for safe custody. Here the bank is acting as a bailee and the relationship is that of bailee and bailor.

Trustee Beneficiary Relationship: Banks also act as trustees and executors of will of and money and use the trust money in customers. A trustee is required to hold accordance with the trust deed and use it for the benefit of some other person known as beneficiary. A customer may deposit some money with the bank for a specific purpose with specific instructions to the bank regarding its use. In such cases, the banker is the trustee of the customer's money, and the banker cannot employ them for any other other than the purpose specified by the customer. You should note here the money held under trust is different from the money received as deposits. that of a debtor to the The legal position of a banker as a trustee is different by the particular circumstances in each case. customer. The relationship is For instance, when a bank receives a cheque from the customer for collection from another bank, the bank becomes a trustee till the amount of cheque is realised. Once the amount is credited to the customer's account, the banker assumes the position of a debtor.

5. Principal-Agent Relationship: Banks perform many agency functions such as collection of cheques or drafts or bills, collection of interest and dividends on securities, arranging for remittances and payment of insurance premiums, etc., as per the instructions of the customers. In all such cases, the bank is acting as an agent of the customer. In these cases the position of a customer is that of the principal and the position of banker is that of the agent. Here the bank has to act according to the instructions of the customer.

13.5.3 Duties of a Bank The relationship between the banker and customer creates some obligations on the part of a bank. The main obligations of the banker towards the are as follows: 1. Obligation to Honour Cheques: You know that a bank is the debtor of his customer. The . bank has statutory obligation to honour the cheques of its customers the amount standing to the credit of the customer's account. If a bank wrongfully refuses to honour the cheque of its customer, the bank shall be liable to compensate the customer. This obligation is subject to some conditions, namely:

Banking

a ) There must be sufficient funds of the customer in the hands of the bank. be properly applicable payment of the customer's be properly drawn . . be complete in all respects. d) cheque must be presented for payment within a reasonable be no legal bar preventing the cheques. If any order from a court or any competent authority is duty of the bank obey orders.

(a)

Maintain Secrecy: The relationship between the banker and customer The bank must not disclose any outsider the details as such disclosures may adversely affect the credit and However, a disclosure can be made under the following two law requires such disclosures be made, and (b) when the practices banks permit such disclosure.

to Follow Customer's Instructions: The banker is under a legal follow the of the customer. This is SO because there is the contractual relationship between the bank and the customer. to Maintain Proper Records: The banker is under an obligation to maintain accurate record of all the transactions of the customers made with the bank. to give Notice before the Account: If a bank wishes to customer, it must give a reasonable notice to this effect to the customer. Thus, a bank cannot close the account of a customer on its own, because it serious consequences to the customer.

13.5.4

Rights of a Bank

For fulfilling the obligations towards the customers, bankers enjoy the following rights:

I. Right of General Lien:

of most important rights enjoyed by a bank is the right of general lien. Lien is a right of a person to retain goods belonging to until demands of the person in possession are satisfied. Section 171 of Indian Contract Act confers the right of general lien on the bankers. General lien entitles the in possession to retain goods and securities till all its claims against the are satisfied. You should note that the banker can exercise his right of general lien only as a banker and not as a Banker's lien is an implied pledge in the sense that if a default is made by the debtor, the banker can, after giving a reasonable notice to the customer, sell the goods in his possession and recover the amount. If some valuables are deposited with a bank for safe custody, then it is bailment and the cannot exercise the right of general lien. You should note that the right of general lien cannot be exercised

the following cases:

valuables are deposited for safe custody, a) b) When money or documents are deposited for a specific When some securities are left with the bank by mistake, When the property is held by the customer as trustee and the bonk has the notice of trust, and When there is an express agreement that the bank shall not exercise the right of general lien. 2. The Right of Set-off: Right of set-off is right of a debtor to adjust the amount due to him from a creditor against the amount payable by him to creditor to determine the net balance payable by one to another, Like any other debtor, a bank also has a right of off. When a customer has two or niore accounts in capacity in a bank, has the right to adjust the standing to credit of the customer against the the debit balance in the other account. The bank has a right to combine two accounts. For example, X has overdrawn his account to the extent of Rs.10,000 and he has a credit balance of in his savings account. The bank these two the balance of the credit of against the debit balance of current

3. Right of Appropriation: A customer may owe several distinct debts to the bank. When the customer deposits some money in the bank without specific instructions and the amount is not sufficient to discharge all debts, then the problemarises as towards which debt this amount should be adjusted. In the absence of any specific instructions, the bank has the right to appropriate the deposited amount to any loan, even to a time barred debt. But the banker must inform the customer about the appropriation. Right to Charge Interest and Commission: The bank has the implied right to charge interest on loans and advances, and also to charge commission for services rendered by the bank. The bank can debit such charges to the customer's account.

5. Right to Close the Account: If the bank is of the opinion that an account is not being operated properly, it may close the account by sending a written intimation to the customer.

13.6 TYPES OF BANK ACCOUNTS You have studied that one of the main function of a commercial bank is to accept deposits of money from the public. The deposits accepted by a bank may be classified into two broad categories: (a) time deposits and (b) demand deposits. Time deposits are repayable on the expiry of a fixed period of time, while deposits are repayable on demand. Therefore, as shown in Figure 13.1 the main type of accounts in a bank are fixed deposit account and recurring account (for time deposits), savings bank account and current account (for demand deposits). Let us now see how these accounts are opened in a bank and how are they operated. Figure 13.1 : Classification of Bank Accounts Bank Accounts

Time Deposits I

Recurring Account

13.6.1

Fixed

Fixed Deposit Account

The fixed deposits are the most popular form of deposits raised for the banks. This type of account is most suitable for persons who have spare money to invest for long duration but do not want to in risky securities. The term 'fixed deposit' means the money or deposit is made for a fixed period of time at a fixed rate of interest. This period may vary from forty five days to several years. This period is decided by the customer according to his convenience. The rate of interest is usually higher than other types of deposits. The reason is very clear, because the bank knows that the deposit money is repayable only after a certain period. So the bank need not keep cash reserves more than the statutory requirement against these, thus, the bank can utilise this money more profitably. The rate of interest on fixed deposit depends on the period of deposit, the longer is the period of deposit, the higher will be the interest The interest time to time and all banks have to follow rate is decided by the Reserve Bank of India that rate structure. Opening the account: For opening a fixed deposit account, the depositor has to fill in an application form available with the bank. The form contains particulars such as name of depositor, the amount of deposit, the period of deposit and the specimen signature. The bank records the rate of interest payable and the due date of repayment, As cheques are not drawn against a fixed deposit account, the banker need not ask for any introduction or reference as to the integrity and respectability of the depositor. After the deposit is received by the bank, an account is opened in the name of depositor in the ledger of the bank the bank issues a

Banking

fixed deposit receipt to the depositor. The is an acknowledgment of the receipt of be treated as deposit by the bank. A deposit receipt is not a negotiable instrument and a cheque.

Business

Operation of the Account: Since the money is deposited for a fixed period of time, amount cannot be withdrawn before the due date. In this type of account no cheque book pass books are issued. The bank issues only a deposit receipt. In practice, the banks allow the depositors to withdraw their deposit before the due date. In such cases interest is paid at the rate applicable to the period for which the deposit has already run with the bank less one per cent penalty for premature withdrawal. The depositor can borrow money against the security of fixed deposit receipt. The fixed deposit receipts are marked 'Not Transferable'. So they cannot be transferred by endorsement. However, it can be assigned in favour of a third party and such an assignee can receive the amount provided the receipt is duly discharged and a proper letter of assignment is given to suchperson asking the bank to pay the deposit to the assignee on the due date. When the depositor does not take repayment on the due date, the interest ceases to incur from that date, but the banks may, at their discretion, allow interest thereafter if the deposit is renewed from the date of its maturity till some future date. ,

If the depositor loses his fixed deposit receipt, he can ask the bank to obtain an indemnity bond from the customer and a note to this effect should be made in the ledger.

13.6.2 Current Account Current accounts are intended for businessmen, joint stock companies, public institutions, etc., whose banking transactions happen to be numerous on every working day. A current account is a running and active account which may be operated upon any number of times during a working day. There is no restrictionon the number and the amount of deposits or withdrawals from this account. Since the amount this account is repayable on demand, the banks are required to keep sufficient cash to meet such demands. Therefore, the banks pay no interest on current account deposits. The banks charge incidental charges on an unremunerative current account for the work and expenses involved in its maintenance. The main advantage of current account is that the customers are relieved from the botheration of handling cash. Third party cheques with endorsements can be deposited in the current account for collection and credit to customer's account. Overdraft facilities are given in this type of account and loans and advances are granted by the bank. Opening of a Current Account Whenever any person or a of persons or a wants to open a current account contain with a bank, they have to make a written request in the prescribed form. The the particulars about his name, his address, his trade or profession, his specimen signature and references etc. Before opening a current account in the name of a person, the bank should satisfy itself regarding the customer's character, integrity and respectability. For this purpose, the applicant must be introduced either by a respectable person known to the bank or known to the staff of the branch. If an account is opened without proper introduction, cases of fraud or misrepresentation may occur and the bank and the general public may suffer losses. After are over, the bank should receive the initial or first deposit from the all the above customer. When an account is opened, the bank supplies to the customer a 'Pay-in slips book', a cheque book and a pass book. Now in place of the pass book, the banks send to their customers every month a statement of account showing therein the that have taken place during the month. Operation of the Account A customer can deposit money or cheques in account by filling up the requisite pay-in slip. Whenever he wants to withdraw money or wants to make payment to some one, it is done by issuing a cheque. The customer should check up entries in the pass book or statement of account with the counterfoils in his possession.

13.6.3 Savings Bank Account A savings bank account is opened and operated by people who wish to save a part of their income for his needs and also some interest on his deposits. This type of account is intended to promote the habit saving among depositors, therefore, some restrictions have been imposed on the number and the amount of withdrawals from this account. The banks allow interest on the minimum balance standing to the credit of an account during the period the day of the month to the last day of every month.

Opening a Savings

Account

procedure of opening a savings bank account is similar to the procedure of opening a current account. For opening a savings bank account, the customer has to fill up the prescribed form, giving details about his name, address, occupation, etc. Before opening the account, the bank should seek proper introduction to satisfy himself about the integrity and respectability of the applicant. The bank should obtain signature of the applicant. This account can be opened by depositing a minimum balance prescribed by the bank. The bank then opens an account in his ledger and provides the customer with a pay-in slip book, a cheque book (if customer wants) and a Pass Book.

Operating the Savings Bank Account A customer operates this account through these documents - a pay-in slip (for depositing money in the account), a cheque or withdrawal form (for withdrawing or payment to others) and a pass book. When a cheque book is issued to a customer, he is required to maintain a minimum balance in his account. Interest is payable on the minimum balance according to the rates prescribed by Reserve Bank of India from time to time.

13.6.4 Recurring Deposit Account Recurring deposit accounts are meant for people who have regular monthly incomes. This type of account is intended to encourage the habit of savings among depositors on a regular basis. In this account, the depositor deposits a fixed sum of money every month for an agreed period and at the end of the specified period, he gets back the amount deposited together with the interest accrued thereon. The amount deposited in this account are in the multiples of The period for which a recurring account is opened varies from one year to ten years. As there is a regular deposit of money into this account and as there is no withdrawal from this account before the expiry of the fixed period, the banks can utilise this money profitably. The rate of interest is higher than in a savings bank account, The pass book is to be presented to the bank every month when a deposit is made, so as to enable the bank to record the deposit therein. If a depositor is in need of money before the due date, the bank can on his discretion, repay the amount. Generally, instead of repaying the deposit amount, the bank grant a loan to the depositor against the security of his recurring deposit account. The bank charges interest on such loan at a rate which is one per cent. higher than the rate of interest applicable to the particular recurring deposit.

Check Your Progress A

2. List the main types of-banks.

Banking

Business Services

3. Define the term 'Customer'.

................................................................................................................................................... .................................................................................................................................................... 4. What is the position of the bank in the following cases: (a) B deposits a bar of gold for safe custody. (b) deposits with the bank, directing the bank to buy Units for him. deposits with the bank in fixed deposit account for one year. Enumerate the important duties of a bank.

..................................................................................................................................................

................................................................................................................................................... 6. What is banker's right of general lien ?

7. List the types of accounts in a bank.

8. State whether the following statements are True or False Banks accept deposits for the purpose of lending or investment. ii) A company accepting deposits from the public to raise resources for its own use also be called a bank. deposits on demand. iii) The bank has an obligation to iv) Reserve Bank of India has the sole right of note issue. v) The relationship between a banker and customer is primarily that of debtor and creditor. vi) Introduction is necessary for opening a savings bank account. vii) A bank can disclose the position of a customer's account to any one. viii) The rate of interest is the in the case of current account deposits.

13.7 MODES OF MAKING PAYMENTS You have learnt that money deposited in an account is repayable on demand. The bank shall make the payment only when a demand is made. A demand can be made by writing a cheque on the bank. Similarly bank drafts are also useful for payments. Banks perform another of remitting money from one place to another. Let us now study the and rules relating to various instruments used for payments through banks.

13.7.1

Cheques

According to Section 6 Instruments Act, 1881, "A cheque is a bill of exchange drawn on a specified banker and not expressed to be payable otherwise than on demand'. From this defmition it is clear that a cheque is an instrument in writing, containing an unconditional order a bank to pay a certain sum of money on demand to a specific person or according to his order or it may be made payable to the bearer of the instrument. There are three parties to a cheque drawer, drawee and the payee. A drawer is the person who has an account in the bank and who is writing the cheque. A drawee is one on whom the cheque is drawn, he is liable to make the payment. In case of a cheque paying bank is the drawee. A . payee is the person to whom the amount of cheque is to be paid, If the cheque is made payable to the drawer himself becomes the payee.

A cheque may either be a bearer cheque or an order cheque. A bearer cheque is one where the can be had by the person who is presenting the cheque to the bank for payment. A bearer cheque can be transferred from one person to another by mere delivery only just like cash payments. On the other hand an order cheque is one which is payable to a certain person or his order. In an order cheque, the payee must be named. An order cheque cannot be transferred from one person to another by mere delivery. It requires the endorsement of the payee.

A cheque is not meant for indefinite circulation. It must be presented for payment within six months of the date appearing on the cheque. If a cheque remains in circulation for a period exceeding six months from the date of issue, it is termed as a "stale cheque"and the bank must dishonour such cheques. If a cheque bears a date which is yet to come is termed as a post-dated cheque'. A post dated cheque does not become invalid. It is valid and negotiable. But it is payable until the arrival of the date written on it. The banks do not make the payment of a post date cheque because the written order is to be honoured on or after the date mentioned on the cheque. In order to ensure the payment by cheque absolutely safe, the cheques are crossed. Crossing of a cheque means drawing across the face of the cheque two parallel transverse lines with or without the words "And Company" between the lines. Crossing can be hand written or stamped. When a cheque is crossed, its payment cannot be received at the counter but it is always deposited in the account of the payee. The paying banker should make the payment of a cheque according to the instructions mentioned on the cheque. The paying banker should not deviate from those instructions. If the bank pays a stale cheque or pays a post dated cheque before the due date, the bank shall not receive the statutory protection. The paying banker should always make the payment in good faith and without negligence.

13.7.2 Drafts Commercial banks are very useful for remittance of funds from one place to another through the network of their branches spread over the entire country. For remitting money from place to another, banks issue demand drafts on their branches at the place where is to be made. It is issued on the request of a customer who has to make a guaranteed payment. Section of the Negotiable Instruments Act defines a bank draft as "an order to pay money drawn by one office of a bank upon another office of the same bank for a sum of instruction similar to a money payable to order on demand". A bank draft is, thus, a cheque and is always drawn by one branch on another to pay a specified sum of money to the person named therein or his order. You must note that a draft is always payable on demand and it cannot be made payable to bearer. It can be crossed like a cheque. A bank issues a draft for consideration received in advance. The who intends to remit the necessary money has to make an application on the bank's prescribed particulars such as of the payee, name of the place on which draft is required, amount in words and figure, signature and full of applicant with address. issuing bank charges a commission for rendering this service the amount of commission depends upon the amount to be remitted. The purchaser then sends the draft to payee by whom draft is presented to the drawee branch for payment. issuing branch or You must have noticed that there are three parties to a bank draft: (a) drawer, (b) paying branch or drawee, and (c) payee. It means that the purchaser of the is extended by banks to draft is not a party to the instrument. It is to be noted that this public in general and the purchaser of the draft need not necessarily be a "customer" an account holder of bank.

Stopping payment of Bank Draft A bank draft is the issuing bank's commitment in favour of the payee to pay a certain sum of money. Though the bank gives the undertaking at the instance of the purchaser of the draft, who gives due consideration for the same, but a bank draft is equivalent to the bank's promissory note and is accepted because of the credit and faith in the bank which is issuing the draft. The bank should not, therefore, comply 'stop payment' instructions of the purchaser of the draft as readily as that of the drawer of a cheque. instrument which cannot If the bank draft is passed on to the payee, he acquires a right in be set aside by 'stop payment' instructions of the purchaser. Thus, it is clear that the purchaser of the draft can ask the bank from which he has purchased it to cancel draft and draft has been delivered to payee. pay back the money to him at any time before

Banking

Business Services

13.7.3 Standing Instructions Sometimes a customer gives instructions to his bank to make some payments on his behalf regularly and such instructions are to be carried out till a notice to the contrary is given by customer. Such instructions are called standing Instructions. Some of the standing are payment of insurance premium to LIC, membership subscription to clubs, transfer of funds from one account to another, collection of pension on behalf of account holder, collection of interest on Government Securities held in safe custody, collection of dividends on behalf of the customer, etc. Such instructions which are obtained from the customer in writing, must be clearly and unambiguously worded. The bank is free not to accept standing instructions which are difficult to comply with, but once they are accepted, it is the duty of the bank to carry out the and promptly. Once the standing order mandate has been accepted, no instructions in his further action is required by the customer except that he must keep sufficient account. It is the bank's duty to pay only on the due date. If funds were insufficient to make a payment on the due date, there is no obligation to the customer in respect of that month's payment.

Check Your Progress B 1. Define a cheque.

................................................................................................................................................. .................................................................................................................................................... ................................................................................................................................................... ...................................................................................................................................................

2. What is a Bank

................................................................................................................................................... 3. What is the purpose of crossing ?

................................................................................................................................................... 4. Name the parties to a Bank Draft.

5. State whether the following statements are True or False: i) A cheque is always payable on demand. ii) An order cheque can be transferred by mere iii) A cheque becomes stale after eight months. iv) A cheque bearing Account Payee crossing can be negotiated. v) A bank draft is drawn by one bank upon another bank. vi) The purchaser of the draft is not a party to the instrument The bank shall not be liable for not following standing instructions. viii) A bank draft cannot be drawn payable to the bearer.

13.8 ADVANCES You learnt that one of the basic functions of a bank is to lend money. The major portion of the funds mobilised by banks through deposits is employed by way of loans and advances. Advances form the main source of income for a bank. As you know, bank advances enable' trade, commerce, industry and agriculture to meet their financial requirements. The banks

follow a cautious policy in advancing loans. Primary concern of a bank as a lender should be 'safety' and 'liquidity' of advances. Besides, banks also need a good return from the employment of their funds to meet their expenses. This is known as 'profitability'. Banks should have to maintain a balance between liquidity and profitability in such a way that sufficient profit be able to meet the demand of depositors for cash and at the same time the advances. Naturally the banks should not lock up the funds in few investments for a long period of time This is risky from the point of view of safety of investments. There is common saying that one should not put all eggs in one basket. Banks provide various types of advances to its customers according to their needs and repaying capacity. The advances may be in any of the loans, (2) overdrafts, (3) cash credits, and (4) discounting of bills. following four forms: Let us briefly discuss about them one by one.

13.8.1 Loans A loan is a financial arrangement under which an advance is granted by the bank to the borrower on a separate account called the loan account. When a loan is granted against security or otherwise, the entire amount of loan is paid to the borrower in lump sum either in cash or by transferring the amount to his account in the bank. Whenever borrower repays some money, the loan account is credited by that amount and the loan account is debited with the amount of interest and incidental charges. Interest is charged on the whole amount of loan However, the rate sanctioned, irrespective of the amount actually withdrawn by the of interest on loan is slightly lower than that charged on an overdraft and a cash credit. Loans are sanctioned for short, medium and long periods. Loans repayable within a period of one year are called short term loans. They are suitable to meet the working capital needs of the business firms. Loans repayable within a period ranging from one to five years are termed development as medium term loans and such loans are granted to finance expansion and medium term loans only. When a plans. Commercial banks normally grant short loan is given for more than five years, it is called a long term loan. The loans to individuals are granted on the basis of personal security and guarantee by another person. Loans to trade, industry or agriculture are granted against tangible and intangible securities. A secured loan or an advances means a loan or an advance made on the security of assets, the market value of which is not at any time less than the amount of such loan or advance. The banks prefer to grant loans because of the following three reasons: (1) the bank can collect interest on the entire amount of loan sanctioned, (2) it involves very little accounting work, (3) the bank can review the loan account periodically. The main drawback of the loan system is that every time a loan is needed, it is to be negotiated afresh. Further, the banks have no control over the use of funds borrowed by the customer. From the point of view of the borrower, the big advantage of taking a loan is that money will be recalled as a result of restrictions always be available over the agreed period and imposed on bank lending. However, the main disadvantage to borrower is that he is he has actually withdrawn the required to pay interest on the entire amount of loan, amount or not.

Overdraft

An overdraft is a financial arrangement under which a current account holder is permitted by the bank to withdraw more than the credit balance in his account, an agreed limit. Thus, by nature, it is a temporary financial accommodation to be made use the customer occasionally. The overdraft facility is given to those who have a current account with the bank and whose business relations with the bank continue to be good. Besides that, bank also considers the business of the customer, his reputation, how far'the arrangement will help the ability to repay the to the bank. customer to improve his business, overdraft is granted either collateral securities or against the personal security of the borrower. An overdraft arrangement is very advantageous to the borrower as interest is

Banking

Business

charged on the amount actually overdrawn by him. But it is not advantageous to the bank because, while he can charge interest on the amount actually he is required to keep at the disposal of the customer the full amount of overdraft sanctioned. In order to protect the interest of the banker agreement a minimum interest clause is included in the agreement, which requires the customer to pay a rate of interest on the sanctioned amount of overdraft, if the overdraft is not utilised fully. Bank should be very careful while granting overdraft facility to a customer, because in case of default by the customer to repay the overdraft, the bank has to go through long legal In order to be safe, the banks generally obtain a promissory note from the customer.

13.8.3 Cash Credit Cash credit is the main method of lending by banks in India. Cash Credit is a financial arrangement between the bank and the customer under which a bank allows his customer to borrow money a certain limit against the security of tangible assets or guarantees. The amount is credited to a separate account and the customer is allowed to operate the account. In the case of cash credit, the borrower need not withdraw the whole amount a t once. He withdraw the amount in as and when needed. Further, can deposit into the account any surplus amount which he has in hands. Thus, you note that it is an active running account to which deposits and withdrawals may be effected frequently. However, debit balance in a cash credit account on any day should not exceed the cash credit limit. A cash credit is usually a more permanent financial arrangement than an overdraft. In the case of cash credit, interest is charged not on the amount of cash credit sanctioned to for the actual period of utilisation. him, but on the amount actually utilised by Though the cash credit arrangement is very popular with borrowers, it is disadvantageous to the bank. While bank can charge interest only on actual utilised by the borrower, borrower the entire amount of cash credit sanctioned. but he has to keep at the disposal of For this reason, there is a provision of charging commitment charge on the unutilised portion of the cash credit limit. Normally, the interest clause is included in the cash credit arrangement. However, it is very for the bank to verify the end-use of the loan.

Discounting of Bills of exchange is another important form of lending. Under this system time, say 60 days or 90 days the bank takes a bill of exchange maturing within a and credits customer's account with the of the bill after some discount. The bank waits the date of maturity of the bill and presents it on the date of maturity to the for payment. Since the bank has to wait till the date of maturity, the banks charge interest for the remaining duration of the bill and this amount is known as 'discount'. For example, a bill of payable after 3 months is discounted per cent, the bank will credit customers account with only. Banks normally accept only such bills which are considered eligible for discount under the discounted are documentary bills a directions of Reserve Bank of India. The bills bill of exchange accompanied by documents of title to goods. In case the bill is dishonoured on the due date, the bank recovers the amount of the bill together with interest and other charges from the customer. bank has to take care that the dishonoured bills are immediately sent to the to enable him to take the necessary legal action. The main advantage of discounting of bills is that, though the bank has no tangible assets with it as security, the bank can recover the full amount of the bill from the customer by debiting his account. It is a method of short-term financing. The bank is certain that after the stated profitably. period, the amount will be realised, so the bank can utilise its funds You notice from the above that discounting of bills is a method of financial by the bank to the customer. It helps the customer to carry on his business smoothly without about the problem of money.

13.9 MODES OF

CHARGE

While lending money, the bank has to keep three principles in mind liquidity, safety and profitability. In order to minimise risks in advancing money, banks usually insist on good security and would like to create a charge on the tangible assets of the borrower in favour of the bank. When a charge is created, the bank gets certain rights on the tangible assets. In case the borrower fails to repay the advance, the bank can recover its money by disposing of assets in the market. The important methods of creating a charge are: (1) pledge, (2) hypothecation, and (3) mortgage. Let us now study briefly.

13.9.1 Pledge Section 172 of the Indian Contract Act defines pledge as bailment of goods as security for payment of a debt or performance of a promise". So, a pledge is a contract whereby a borrower delivers his movable property to the lender as a security for the loan on the understanding that the property pledged will be returned to the borrower on repayment of the debt. The borrower who pledges the property is called the 'pledged' or 'pawner' and the person with whom the property is pledged is known as 'pledgee' or 'pawnee'. From the above, you must have understood that delivery of goods and return of goods are the two essential features of pledge. Delivery of goods may be either physical delivery or or constructive (symbolic) deliveiy. When the pledgee puts his own lock on the keys of the lock are handed over to bank, it amounts to delivery of goods. when Similarly, handing over the duly endorsed documents of title to goods like railway receipt, bill of lading, etc., amount to delivery of goods. While accepting a pledge as a charge, the bank should ensure that the contract is in writing to minimise the misunderstanding of the terms. The contract should be complete in all respects and should incorporate all the usual clauses of pledge. It is advisable for the bank to get a to the effect the goods deposited with the bank are left as a declaration from security for the advance. The bank should see that the borrower has a valid title to the It is property pledged. The bank should ensure that the goods are kept safely in the desirable that the bank should ensure goods against theft, fire, riot, etc. You must remember that when goods are pledged, only the possession over the goods is given and not the ownership. The pledger or the borrower continues to be the owner of If the borrower failed to repay the in time, the bank has a right to file a suit against the borrower for the recovery of the amount, and retain the goods as collateral security. But since this is a lengthy process, the banks are given the right to sell the pledged goods and recover notice to the their money. But before selling the goods, the bank must give a borrower about his intention to sell the goods. amount due, the borrower is still liable to pay the If the proceeds of sale are less than balance. But if the proceeds of sale is in excess of the amount due, the bank has to pay the surplus amount to the borrower. In case the goods are sold without giving a reasonable notice to the borrower, the sale cannot be set aside, but the bank will become liable to the borrower for damages. From the above, it must be clear to you that for securing a charge on the property, the method of pledging is very simple and therefore, it is very popular. It should also be noted that the right to retain the goods pledged is applicable only in case of a particular debt for which the goods are pledged. The bank has no right to retain the security, as security for other debts owned by the borrower.

13.9.2 Hypothecation Hypothecation is a mode of creating charge on goods or related documents without the surrender of possession of goods. According to Prof. Herbert Hart, "Hypothecation is a legal whereby goods may be available as security for a debt transferring the property or the possession to lender".

Banking

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Hypothecation is resorted to such cases where transfer of possession of the property from borrower to the creditor is either impracticable or inconvenient. For example, if the borrower wants to borrow on the security of motor vehicle, which is being used as a taxi, it shall not advisable to pledge the vehicle with the bank, as it will deprive him of his livelihood. In case of hypothecation, an equitable charge is created on the goods for the amount of debt the hypothecated goods actually remain in the physical possession of the borrower. The borrower who hypothecates the goods is known as 'hypothecator' and the lender is termed 'hypoihecatee'. Generally, hypothecation is done by the borrower by executing a document called a 'letter of hypothecation' in favour of the lender. In this letter it is stated that the said goods or property are at the order and disposition of the lender until the debt is cleared. It also empowers the lender to sell the hypothecated property in the event of default or repayment by the borrower. goods remain in the possession of the borrower, there is considerable As the scope for fraud. The same goods may be hypothecated with another person. It is a risky method no doubt. That is why this facility is granted to parties of unquestionable integrity and honesty. Even then the banker should obtain a declaration from the borrower to the effect that the goods are not hypothecated earlier with some other lender and that the borrower has a property hypothecated. The bank should carry out regular inspection and clear title to physical verification of the hypothecated goods.

13.9.3 Mortgage When immovable property like land and building is offered as security for debt, a charge is created thereon by means of a mortgage. A mortgage is the transfer of interest in a specific immovable property by one person to another for the of securing a n advance of money. The transferor is called 'mortgagor' and the transferee is known as 'mortgagee'. The advance of money in respect of which the mortgage is effected is called the money' and the instrument by which the mortgage is effected is called the 'mortgage deed'.

In a mortgage, the possession of the property need not always be to the mortgagee. Usually, it remains with the mortgagor. Since the mortgagee gets the interest in the property, he has a right to sell of the property and recover his loan. When the borrower repays the amount of loan together with interest, the interest in the property is re-conveyed to the mortgagor. While acceptinga mortgage as a charge, the bank should ensure the borrower has a valid title to the property and this can be done by examining the original title deeds. The bank must not part with the title deeds to the borrower when the mortgage is pending. If the advance against mortgage is given to a joint stock company, then the charge should be registered with the Registrar of Companies within 30 days of the creation of the charge. The mortgaged property should be inspected periodically to ensure that it is in good condition. If the property riot etc. mortgaged is building, the bank should ensure that it is insured against are (i) simple mortgage; (ii) Usufructuary There are several forms of mortgage. mortgage; (iii) English mortgage; (iv) Mortgage by conditional sale; (v) Equitable mortgage or mortgage by deposit of title deeds and (vi) anomalous mortgage.

13.1

OTHER BANK SERVICES

Apart from performing the main functions of accepting deposits and granting advances, the banks have started performing various other services to the customers. Such other services are as follows:

1. Collection of money on behalf of customers: A bank undertakes the responsibility to collect money on behalf of his customers,Banks collect cheques and bank drafts, credit the proceeds to the customers' accounts. Banks also collectbills of exchange, promissory notes, postal orders, interest and dividend warrants on behalf of the customers. Banks even collect the salaries of his customers from their employers, when

they are away from their place of employment or are on leave. They often collect pension and credit it in their account. At times, of the customers from their fonner banks collect even the rent due to the customer from his tenants and credit the amount to their accounts.

2. Leasing: A lease is the use of an asset which belongs to some other person. In a lease contract, the possession and use of asset vests with the user called the 'lessee', whereas the ownership remains with the provider called the 'lessor'. In simple words, leasing is a system by which a person gets the right to use an asset by paying a predetermined amount of money called 'rental' periodically over a period of time. The banks have undertaken this business in a big way. The main advantage of leasing to a business is that, although the legal title of the asset remains with the leasing company, gets the physical possession of the once the first rental has been paid, the business asset to put it on operation. has complete use of the asset without having to finance its acquisition out of its own valuable resources or to seek a loan to cover the cost. In this business firm need not spare the financial resources at a time to acquire the asset or seek a loan to cover the cost. 3. Tax Consultancy: This service is of a recent origin and provides advice on income tax bank's tax and other personal taxes such as capital gains tax, wealth tax, etc. department offers advice on tax matters which consist of preparing the customer's annual and expenditure, claiming allowances as permitted, claiming the statement of to arrange rebates, etc. The tax department also advises tlie customers as to affairs to the best advantage to themselves. The bank advises the customer regarding life investments so as to reduce the tax burden. insurance and

4. Merchant Services: Until a few years back this service was to few larger banks. But now it has become part and parcel of business of almost every bank. This service comes under rendering non-banking services to industrial and houses. For this purpose banks have set up merchant banking divisions. Merchant banking division of a bank offers to industrial and business houses, under one roof, a wide range of non-banking services such as of economic, technical and It helps its clients to financial feasibility studies. It helps undertaking obtain from the Government and other departments letters of intent, licences and permission required for setting up the industrial projects. This service also includes methods and of raising capital, organising the public advising the clients as to issue arranging for the underwriting, etc. 5. Issuing of Credit Cards: Credit cards are issued by banks as a method of making payment without using a cheque. Credit cards provides instantaneous credit facilities to the card holder, The card holder can buy goods and services immediately but paying for card holder on which the them later. A specially designed plastic card is issued to of the issuing bank, card number and his or her signatures are name of the holder, inscribed. Each card holder is given a credit limit on his credit card account. Payment for goods and services through credit cards be made at establishments which are members. Such shops, hotels, travel agencies, railways airlines, etc., usually display the signs of tlie credit cards accepted by them. sales a card holder makes purchases against tlie credit card, he is required to sign vouchei. The shop-keeper prepares the sales voucher which contains all details such as name of the cr' dit card holder, credit card number, date of transaction, value of sales made or services rendered. Then the shop keeper compares the signature of the credit card holder in the sales voucher with specimen signature on the card. On being satisfied with its authenticity signature, he gives a copy of the voucher to the card holder and hands back the card. of The retailer sends his copy of the sales voucher to the issuing bank for payment and receives the payment. After the is made the bank debits the account of the credit card holder. Each month a statement is sent to the card holder giving details about the transactions made by him. The card holder can make the full payment or he can pay a certain minimum amount month, for which bank charges a and can carry forward the remaining balance to the certain amount of interest. Thus, tlie card holder gets the facility of credit.

Ranking'

Business Services,

The credit card system is advantageous to the business establishments in of increased sales turnover, assured payment, less bad debts, etc. Credit card business is also profitable 4%on each transaction. for the issuing bank, as it gets commission certain limits. Banks also permit the card The credit card holder is insured by the bank any of it branches all over the In the case of the holder to withdraw money banks which have automatic money withdrawal counters called 'Any Time Money card holders can withdraw money, round the day. Whenever the card holder wants to withdraw cash through ATM, he has to feed in his personal identity number alongwith the card, and can get cash. However, at present the facility of ATM is available only in major cities like Delhi, Calcutta, Bombay, Madras, Bangalore, etc. Now most of the banks have introduced computers to facilitate the customers. For speedy cheque clearing, Magnetic Ink Character Recognition (MICR) cheques are used. Under this system cheques are processed at high speed on machines. So 'with computerisation the work is done quickly. The energies of the bank staff can be utilised towards more productive, innovative and developmental areas. All this put together will contribute towards greater business development, higher productivity and much greater customer efficiency. Check Your Progress 1 What is the difference between Overdraft and Cash Credit ?

2. ,

is discounting of bills ?

.................................................................................................................................................... 3. List the forms of banker's advances.

.................................................................................................................................................... Enumerate three important methods of creating a charge.

6. State whether the following statements are True or False. i) Loans are sanctioned for short term only. ii) The borrower has to pay interest on the entire amount of loan. iii) The rate of interest on loan is slightly lower than that charged on an overdraft. iv) Cash credit is an active running account. v) Discounting of bills is a method of financing. vi) In case of pledge only possession is given not the ownership. vii) In case of Hypothecation the goods are handed over to the bank. viii) Movable goods can be mortgaged to the banks. ix) Credit cards are issued by retailers.

13.11

LET

SUM UP

Bank is an institution which accepts deposits from public which are repayable, and lends the money to those who need it. Banks may be banks, co-operative banks, Land Development Banks, Rural Banks, Industrial Banks and Central Bank.

Banks play a very important role in the economic development of the country. encourage habit of savings among people. We can make payments easily and safely through banks. Banks provide different types of credit facilities to its customers. Money can be remitted to at far of places with the help of banks. A customer is one who has an account with a bank. The relationship between the banker and the customer is of a contractual nature whereby the banker is the debtor and the customer is the creditor. When bank accepts goods for safe custody, the relationship is that of the bailor and bailee. Banks many agency functions on behalf of its customers such as collection of cheques and drafts, payment of insurance premiums, etc. most important obligation is to The bank has some obligations towards its customers. honour the cheques of its customers. The bank is under an obligation to maintain utmost secrecy about the position of the customer's account. But under certain circumstances the bank can disclose the position. The bank must follow the instructionsof its customer. It is the duty of the bank to maintain accurate records of all transactions of the customer with the bank. The Indian contract Act has given the right of general lien to the banks. The banks can retain property of its customer till its are satisfied. The bank has the right to combine the two accounts of a customer to determine the net amount outstanding. Though banks allow interest on the credit balance, it has the right to charge interest on loans, overdrafts, etc. fixed deposit account, Broadly, three types of accounts can be opened in a bank account and savings bank account. Fixed deposit account is meant for those who have spare money and who wants to earn without taking any risk. The amount of deposit is repaid by bank with interest on the expiry of pre-deteimined period. A current account is suitable for account as many times as businessmen who can deposit and withdraw money from like, provided they have credit balance in their account. A savings bank account is meant to encourage the habit of savings. The banks advance money in the form of loans, overdrafts, cash credits and of bills. banks lend money for short term, term and While advancing a, loan, the banks have to ensure that it will paid back. the banks keep in mind the three points while lending money - liquidity, safety and profitability. The banks generally create some charge on the tangible assets of the borrower. It ensures that in case the a default it can recover money by selling the property. different methods of creating a charge are - pledge, hypothecatfon and mortgage. In case of pledge of goods, the goods remain in the possession of the bank. The bank gets right to recover the money by selling the pledged goods in the market. But before selling the goods, a reasonable notice has to be given to the borrower. In case of hypothecationof goods, the goods are allowed to remain in the possession of the borrower, only an equitable charge is created on them. The practice of mortgage is adopted when immovable property is offered as a security. In case of mortgage, the possession is transferred but the bank gets the interest in the property and so the bank can sell the property to recover money. other useful services. They Besides providing loans and advances, banks also render collect money on behalf of customers and make payments according to their instructions. Banks have entered into the leasing business also. The banks provide merchant banking services to its big customers. The banks have introduced the credit card facility for its customers whereby the customer can make purchases without paying cash immediately.

13.12

KEY WORDS

Bank: An institution which accepts deposits from public repayable on lends the money. It also provides various to its customers. Customer: A

and invests or

who has an account with the bank.

General Lien: Right to retain any property belonging to the other till all dues are cleared.

Cheque: An instrumentused for withdrawing bank. It is an unconditionalorder in writing on the specified bank by its customer, instructing the bank to pay the amount specified therein to the person named therein or to his order.

Business

Pass Book: A book supplied by the bank to its customers showing his transactions with the bank.

Standing Instructions: Instructions to the bank for making regularly on behalf of the customer.

payments and collections

Bank Draft: An instrument drawn by branch of a bank upon another branch of the same bank, directing the other branch to pay the amount mentioned therein to the person named or to his order. Overdraft: An arrangement betweenthe bank and its customer

customercan withdraw

from the bank more money than is available in his account.

13.13

ANSWERS TO CHECK YOUR PROGRESS

A. 4) (a) bailee (b) an agent (c) debtor iv) True v) True vi) True vii) False viii) False 8) i) True False iii)

B. 5) i) True ii) False C. 6) i) False ii)

13.14

False iv) False v) False vi) True iii) True iv) True v) False vi) True

False viii) True False viii) False ix) False

TERMINAL QUESTIONS

1. the term "Banker". Explain briefly the of a modem commercial bank. 2. Who a customer When does a person become the customer of a bank ? Explain briefly the various types of banks. 4. What is the relationship between a banker and his customer "The relation between a banker and customer is primarily that of a debtor and creditor". Discuss. 6. Explain the nature of banker's right of lien. 7. Explain the rights and obligations of a bank. 8. Discuss various ways in which a commercial bank renders financial assistance to business. 9. Discuss the various modes of creating charges. 10. Distinguish between: i) Pledge and Hypothecation ii) Hypothecation and Mortgage. iii) Loan and Overdraft iv) Cash Credit and Overdraft

Note : These questions will help you to understand the unit better. Try to write answers for them. But do not submit your answers to the University for assessment. These are for your practice only.

UNIT 14 BUSINESS RISK AND INSU

Structure Objectives Introduction What is a Business Risk Pervasiveness of Risks in Business Types of Business Risks Risk Management What is Insurable Risks and Non-insurable Risks Contract of Insurance 14.8.1 14.8.2

Components of an Insurance Contract Legal Aspects of Insurance

Kinds of Insurance 14.9.1 14.9.3 14.9.4 14.9.5

Life Insurance Marine Insurance Fire Insurance Motor Insurance Miscellaneous Insurance Difference between Life Insurance and Other Insurance

Let Us Sum Up Key Words Answers Check Your Progress Terminal Questions

14.0 OBJECTIVES After studying this unit, you should be able to: define business risk and explain the pervasiveness of risks in business identify various types of business risks and state the process of risk management define insurance and identify insurable and non-insurable business risks state the components of an insurance contract and the legal aspects of insurance explain various kinds of insurance and identify their suitability for different purposes in business.

14.1 INTRODUCTION As you know that all human activities which eliminate the hindrances and facilitate the flow of goods from producers to consumers come under 'aids-to-trade' or 'auxiliaries to trade'. The whole range of activitiescoming under aids-to-trade are classified under five categories viz., transportation,warehousing, insurance, advertising and banking. You have already studied about advertising in Block 3 and about transportation and warehousing in the previous units in this block. In this unit you will study about insurance. This unit discusses in detail the meaning and types of business risks, and various aspects of insurance such as meaning, contract, legal aspects, and types.

14.2

WHAT IS A BUSINESS RISK

The term 'risk' has been by different people in different ways. For this reason there is no single standard definition of this term which is universally used. a peril The term is used to refer to (a) an insured object such as a home or a car, such as fire or earthquake, (c) the probability of an event which may cause loss, (d) the loss itself, (e) the hazardous condition, the variation in the outcome that could

Business

Cheque: An instrumentused for withdrawing bank. It is an unconditional order in writing on the specified bank by its customer, instructing the bank to pay the amount specified therein to the person named thereinor to his order. Pass Book: A book supplied by the bank to its customers showing his transactions with the bank.

Standing Instructions to the bank for making certain payments and collections regularly on behalf of the customer. Bank Draft: An instrument drawn by one branch of a bank upon another branch of the same bank, directing the otherbranch to pay the amount mentioned therein to the person named or to his order.

An arrangementbetween the bank and itscustomer the bank more money than is available in his account.

13.13

customercan withdraw

ANSWERS TO CHECK YOUR PROGRESS

A. 4) (a) bailee (b) an agent (c) debtor 8) i) True ii) False iii) True iv) True v) True vi) True vii) False viii) False B. 5) i) True ii) False iii) False iv) False v) False vi)

vii) False viii) True

C. 6) i) False ii) True iii) True iv) True v) False vi) True vii) False viii) False ix) False

13.14

6. 7. 8.

TERMINAL QUESTIONS

the term "Banker", Explain briefly the functions of a modem commercial bank. Who a customer ? When does a person become the customer of a bank ? Explain briefly the various types of banks. What is the relationship between a banker and his customer "The relation between a banker and customer is primarily that of a debtor and creditor". Discuss. Explain the nature of banker's right of lien. Explain the rights and obligations of a bank. Discuss various ways in which a commercial bank renders assistance to

9. Discuss the various modes of creating charges. 10. Distinguish between: i) Pledge and Hypothecation ii) Hypothecation and Mortgage. iii) Loan and Overdraft iv) Cash Credit and Overdraft

Note : These questions will help you to understand the unit better. Try to write answers for them. But do not submit your answers to the Universityfor assessment. These are for your practice only.

BUSINESS RISK AND INSU Structure Objectives Introduction What is a Business Risk Pervasiveness of Risks in Business Types of Business Risks Risk Management What is Insurance and Non-insurable Risks Insurable Contract of Insurance 14.8.1 14.8.2

Components of an Insurance Contract Legal Aspects of Insurance

Kinds of Insurance 14.9.1 14.9.2 14.9.3 14.9.5 14.9.6

Life Insurance Marine Insurance Fire Insurance Motor Insurance Insurance Difference between Life Insurance and Other Insurance

Let Us Sum Up Key Words to Check Your Progress Terminal Questions

14.1 INTRODUCTION As you know that all human activities which eliminate the hindrances and facilitate the flow of goods from producers to consumers come under 'aids-to-trade' or 'auxiliaries to trade'. The whole range of activities coming under aids-to-trade are classified under five categories viz., transportation, warehousing, insurance, advertising and banking. You have already studied about advertising in Block 3 and about transpoitation and warehousing in the previous units in this block. In this unit you will study about insurance. This unit discusses in detail the meaning and types of business risks, and various aspects of insurance such as meaning, contract, legal aspects, and types.

14.2

WHAT IS A BUSINESS

The 'risk' has been defined by different people in different ways. For this reason there is no single standard definition of this term which is universally used. The term is used to refer to (a) an insured object such as a home or a car, (b) a peril such as fire or earthquake, (c) probability of an event which may cause loss, (d) the loss itself, the hazardous condition, the variation in the outcome that could

Services

such as fire or earthquake, (c) the probability of an event which may cause loss, (d) the loss itself, (e) the hazardous condition, the variation in the outcome that could occur over a specified period in a given situation, etc. Although the underlying meaning of most of these definitions may be the same, these definitions are suitable in different contexts. In the present context, we may use the term 'risk' mainly to mean the uncertainty of occurrence of economic loss. Based on this, the term may be defined as the uncertainty of occurrence of economic loss 'business in the event of any business activity. As you know business enterprises face a variety of perils. They run the risks of injury to their employees in job related accidents. They face risk of loss or damage of property due to fire, floods, theft, natural calamity, etc. Due to changing consumer tastes, a company may loose its market share, and transform into a loss making company from a profit making one. For instance, as you know in 1984 a leak of deadly methanyl isocyanate gas manufactured in the Union Carbide factory in Bhopal killed more than 2000 people and many more became permanently disabled. This had resulted in a few hundred crore rupees law suits, which are yet to be settled. Thus, all business enterprises face a wide range of risks which can cause the losses.

14.3

PERVASIVENESS

RISKS IN BUSINESS

Different risks pervade all kinds of business activities. Many failures of management can be traced to failure to recognise and deal with risks. It is the normal tendency for the managers to over emphasize the profit aspect of ente prise and under mind the risk factors. Let us understand how risk pervades all aspects of business. Let us examine how risk prevails in all the following main aspects of business: (1) property and personnel, (2) marketing, (3) finance, (4) production, and (5) environment. Property and Personnel Risks: Every business firm is confronted by potential loss to its property and personnel through common perils such as fire, explosion, wind storm, flood, theft, business liability damage suits, earth quake and death or disability of its personnel. These perils may cause direct loss by damaging property or killing personnel. Losses may occur to business from the occurrence of some of these perils. Marketing Risks: Marketing activity includes all those business activities necessary to move goods fromproducers to consumers. The major functions include buying, selling, transportation and storage. Activities like standarization, market and research are also other important functions of marketing activities. There is an be able to sell your element of risk in all these activities. For instance, you may products at the prices you want. Due to market conditions, you may be forced to sell at lower prices and incur losses. Similarly, due to sudden spurt in the raw material prices, your cost of production may go up and you may incur losses. Goods may be stolen, damaged or destroyed in transit from perils for which the transporter is not liable. Similarly, improper facilities for storage may cause unexpected losses. Normal perils such as fire, floods, storm, explosion, theft, etc., can cause extensive damage to goods in the storage. For instance, the fire due to electric short circuit may cause extensive damage to the goods in the storage. and also extend credit to Financial Risks: All business firms customers. There is always scope for loss from both credit received as well as credit extended. Bad debts due to insolvency of customers is arcontinuous problem in business. Similarly, creditors like banks and financial institutions may fail or cancel the loans due to bad business conditions. This can cause financial loss to the firm due operations. Similarly, unexpected rise in interest rates on bank loans may to reduce profits. Business firms' investments in stocks and bonds always face risk. Production Risks: Manufacturing enterprises face the problems such as production losses due to breakdown of machinery, defective products due to faulty machinery or

poor quality of raw material, under of installed capacity, inventory build up to levels much higher than current demand, improper plant layout, uneconomical plant capacity, etc. Such production risks may be minimized by careful planning. Environmental Risks: Business environment is a crucial factor for every enterprise. Environmental factors such as competition, changing tastes and preferences of consumers, technological developments, governmental policies, issues, political developments, etc., have lot of impact on each and every business firm. All these environmental problems pose risks to business

14.4

TYPES OF BUSINESS RISKS

have already discussed the meaning.of risk in the context of business and how risk is pervasive in all aspects of business. Let us now study various types of business risks. Pure vs. Speculative Risks occurance of perils like windstorm, explosion, flood, earthquake, riot, etc., generally cause losses only. Their occurance never result into gains. The uncertainty concerning their occurance may be termed as pure risks. Thus, Pure risks are those risks in which tlie occurance of events causes losses only. For instance, car drivers always face the risk of accidents. If an accidence occurs, the driver may suffer physical and financial losses. If the accident did not occur, there would not be any gain. Thus, in the case of a pure risk, there is loss when it occurs, otherwise , there is no loss or gain. On the other hand speculative risks involve events which may produce either gains o r losses. For instance, expansion of operations in a new market may lead to higher profits or loss of invested funds. Most business decisions relating marketing, production, finance, etc., are taken with the idea of making gains, but there are possibilities of incurring losses also. Thus, all business enterprises face both pure risks as well as speculative risks. Many pure risks can be handled through insurance, while most of the speculative risks are not generally handled through insurance. S o business enterprises must find their own ways of handling specualtive risks. Dynamic vs. Static Risks Risks can also be classified as dynamic risks and static risks. Dynamic risks are related to uncerlainities caused by an ever-changing business environmental factors such as consumer wants, technology, competition, governmental policies, firms internal organisation, etc. On the other hand static risks are those which occur even if there a r e no changes in the business environment. Normally static risks are closely related to pure risks such as fire, flood, windstorm, etc., where as dynamic risks are more closely associated with speculative risks. Therefore, as discussed in the case of pure speculative risks, most of the static risks can be through insurance while most of the dynamic risks may not be handled by insurance. However, it is increasingly becoming difficult to separate or distinguish clearly between the losses caused by dynamic risks and static risks. For instance, fie which is a static risk may be caused by an irrate crowd during a which is a dynamic risk. Risk Classified

Loss Severity

the basis of tlie extent of Risks may also be classified as follows into three groups loss and its importance on the financial position of the business firm: Class 1: losses which do not disturb a firms basic finances. losses which would require borrowing or selling firms property. Class 2: 3: Those which might bankrupt the

and

Here Class risks cause small losses, Class 2 risks cause much bigger losses, and the firm may not survive with the occurance of Class 3 risks. Therefore, Class and 2 risks can be handled by various internal methods but Class 3 risks are beyond internal capabilities of the business firms. Objective vs. Subjective Risks Objective risk is the measure of the degree of variation in the proportion of actual the expected events. This proportion declines the number of observed events increase. Hence we can say that the objective risk as a proportion declines larger and larger number of events are involved. Subjective risk may be defined as the uncertainty of an event as seen or perceived by a n individual. This perception depends on the attitudes of the concern individuals towards risk. Among people, there are 'risk lovers' who prefer a situation with a great deal of who do not like to face risks. uncertainty, and also 'risk haters' or 'risk

14.5

RISK MANAGEMENT

We have already discussed various types of risks faced by business enterprises. Now the question is, how to handle these risk ? Now let us briefly discuss various steps involved in the risk management process. Risk management involves five basic steps: 1.

Risk identification is the first step and also the most difficult function. Failure to identify all the loss exposers of the means you will not be in a-position to deal with those risks. Therefore, as a first step you should identify all types of loss exposers of your business.

After identifying the risks, you should assess the intensity of financial loss associated with each of those risks. At this stage you have to determine two aspects : (a) probability of the occurance of each of the perils or risk identified in the first stage, and (b) extent of financial loss to the firm, if that peril occur. With this assessment, you can identify the relatively more serious risks and can pay more attention to them.

After risk identification and measurement, at the third stage you should consider various tools of risk management and decide upon the best combination of the tools to be used for attacking the problem. There are basically six tools of risk management (a) assumption (or retention) (b) loss prevention, (c) avoidance, (d) transfer (insurance), (e) separation, and combination. Business firms may adopt any one of these six methods or a combination of them. Let us discuss these methods briefly. Risk Assumption or Retention: This is a common way of handling risks. Business enterprises assume or retain risks consciously (intentionally) or unconsciously (unintentionally). Under conscious assumption, one is aware of the risk to which business is exposed, but essentially does nothing to avoid it. A manager of a business who consciously assumes risk is doing something about it by the very act of being aware of those perils and hazards which may cause loss. Being aware of risk, he may knowingly or unknowingly make adjustments in operations which will help to alleviate the impact of that risk. Awareness of risk itself is a significant achievement in better management. In the risk assumption, risk is recognised. As case of you are not even aware of the existence of some risk, losses business. stemming from it can cause disastrous surprises

Loss Prevention: Another method of handling risk is to take appropriate measures to prevent the occurance of a peril, or approach is known minimise its financial impact on business. as loss prevention. For instance, by using fire resistant building material, you can prevent the occurance of fire in the building. However, in most cases loss prevention measures may not totally eliminate the risk, but can reduce its probability in terms of frequency as well as severity. Avoidance: Avoiding situations which have the potential to cause loss, is another approach. For instance, a can avoid the risk of loss due to bad debts by simply stopping credit sales. Similarly, a firm may avoid operations in certain areas which are known for some perils like terrorism. Transfer: Transferring the risk to another party is a very widely followed approach to handle risks. Insurance is the most common risks as fire, windstorm, flood, method of riot, theft, etc. Business enterprises normally transfer the pure risks to the insurance company and devote their full efforts to their business. Separation: Fifth method of risk control is separation of the firm's exposers to loss instead of concentrating them at one location where all of them might be involved in the same loss. in one For example, when a firm keeps its entire raw warehouse, the raw material may be damaged if fire occur in that warehouse. Therefore, the firm may decide to store the raw material in ten separate warehouses. If fire occur in one warehouse, inaterials stored in that warehouse are damaged and the separation the remaining nine warehouses are safe. Here firm increases the independent units under its control. This methods is also a kind of loss prevention. Combination: Strategies like diversification of products, law of with unrelated lines large numbers, formation of more of business, etc., come under this method. For example, if a firm is engaged in more products, the losses incurred in one product may gains in another product. Similarly, if there are be upset by companies, the losses incurred by one company may be upset by by other companies. Insurance companies work on this combination principle where a sufficiently large to make the loss number of similar objects are limits. predictable within Subjective risks can be reduced by having more knowledge about such perils. A person with better knowledge of the perils can handle them more easily than a person who do not have the knowledge. Therefore, subjective risks may be reduced through knowledge and research. An important aspect is that managing risks you should not just you should remember rely on any one method, instead you should usually employ some combination of various methods. ,

After taking a decision regarding the combination of risk management tools, the next step is the implementation of the decision made. For instance, if you have decided in the previous stage to transfer the risk, you have to get the insurance policy at this stage.

5. Finally, you have to evaluate the effectiveness of the risk management tools you have implemented.

Business Risk

Business Services

The result of the decisions made in the four stages must be evaluated to determine their effectiveness and change the strategy, if required. Your

What is business risk ?

............................................................................................ Differentiate between risk avoidance and risk transfer.

Differentiate between pure and speculative risks.

............................................................................................. 5.

State which of the following statements are True or False.

b) d)

Business enterprises face risks only in some specific aspects. Occurance of pure risks may result into gains to the business

. Speculative risks sometimes can result into profits. Objective risks as a proportion declines with the increase in the number of events.

14.6 WHAT IS INSURANCE As discussed earlier, risk is born out of uncertainty and it is inseparable from business. You have also learnt that the business risks can not be eliminated, but they can be controlled to some extent by adopting appropriate measures. One of such risk control measure is risk transfer by means of insurance. Let us now understand what is insurance ? Insurance is a device by which a loss likely to be caused by uncertain event is spread over a large number of persons who are exposed to it and who voluntarily join to insure themselves against such an event, Let us take the example of the peril of fire. It is a common knowledge that every year a certain number of houses are destroyed by fire, but no body can predict which particular house will be destroyed. Thus, all house owners run the risk of loss through'fire. If all of them pay a small sum into a every year, anyone who does lose his house can claim money from such fund to build a new house. In the absence of such a fund, the owner of the house has to bear the whole loss by himself. In the case of insurance, in the similar way, loss is being shared by a large number of persons instead of being borne by one. People are willing to lose a small sum in order to be certain that they will not lose a much bigger sum. In the above illustration the persons who got their houses insured are known as 'Insured'. The agency which helped them in entering into'this arrangement is known as 'Insurer' or the Insurance Company. The agreement or contract between the insurer and insured is known as 'Policy'. The amount paid by

the insured in as 'Premium'.

the insurer undertakes to make good the loss is known

To conclude, we may define insurance as a form of contract between two parties (insurer and insured) whereby one party (insurer) undertakes in exchange for a fixed amount of money (premium) to pay the other party (insured), a fixed amount of money on the happening of a certain event (death or attaining a certain age in case of life) or to pay the amount of actual loss when it takes place through the risk insured (in case of property). Insurance vs Assurance Sometimes these two terms are used synonymously. But it is necessary for you to know the difference between these two In fact insurance is now commonly used in a general sense to include assurance, though it is customary to speak of assurance in connection with life policies. The term 'assurance' is used in those contracts which guarantee the payment of a certain sum on the happening of a specified event which is bound to happen sooner or later. For example, human beings certainly attain a certain age or death. Thus, all life policies come under assurance. On the other hand 'insurance' contemplates the granting of agreed compensation on the happening of certain events stipulated in the contract which are not expected, but which may happen. Thus, insurance refers to risks such as fire, accident, theft, etc., which are contingent in nature.

14.7 INSURABLE RISKS AND NON-INSURABLE You should know that all risks can not be transferred to the insurer. Mostly, pure risks can be transferred to the insurer. Now let us discuss the characteristics of risks which can be transferred to the insurer. The characteristics of the risks are as follows: 1.

The risk should be accidental or random in nature. The loss causing factor should not be within the control of the insured. Thus, the loss which has occurred already or which is veiy likely to occur can not be insured. For instance, a building which is on fire or which is already destroyed by fire can be insured against fire. Similarly, a person who is infected with AIDS disease can not be insured because he is sure to die as there is no treatment to AIDS so far.

The amount of loss should be measurable and possible to estimate. condition is necessary to set the premium at appropriate levels.

should be a sufficiently large of units exposed to the risk. In other words, must be a large number of people interested to insure against the risk. This requirement follows the law of large numbers, since an insurance operation is safe only when the insurer is able to predict fairly accurately its expected losses.

The units facing same risk must be spread over large geographical area. In other the risk must be spread over a wide geographical area so that the happening of a single event in a small region may not cause heavy to the insurer. For instance, if an insurance company had accepted against fire for the buildings located in one area only, an incidence of fire in that area can destroy all those builds. The insurance company may become bankrupt with that incidence as it has to pay to all the insured. Therefore, it is necessary that the values to loss should not be concentrated in area.

Business Services

Normally, pure risks fulfill all the above four features and they are insurable. There are certain risks which do not fulfill these four requirements explained above, and cannot be insured against. They are called non-insurable risks. These insurable risks include: 1.

Risks due to war (except cargo at sea) and certain risks such as radio activity arising from nuclear

2. Risks incapableof measurement such as unforeseen changes in fashion, marketing of new products, etc. too frequently,or risks so large and recurring so 3. Risks too infrequently. For instance, a hotel can not insure the crockery against breakages.

The Proposal: A person wishing to effect an insurance contract is required to submit a proposal to the insurer. This proposal may be made either orally or in writing. Proposal form consists of a number of questions to which the person must give answers. The insurer can reject the proposal if the proposal is incomplete or incorrect. The Cover Notes: Insurance contract comes into existance only when the proposal is accepted by the insurer. While the proposal is under consideration by the insurer, sometimes the person making the proposal may wish to have immediate cover. In such case, on request, the insurer may issue a cover note whioh grants temporary the risk cover prior to protection. Thus, the main purpose of cover note is to the issue of policy by the insurer, The Policy: Insurance contains all the of the contract. Having accepted a proposal, insurer issue the policy within one month of receiving the first premium. Most policies are for fixed periods, usually a year. Under a life policy the assured has an right of renewal while other policies are renewable by mutual agreement. Although not obliged to do so, the insurer usually issues a renewal notice the insured of the date for payment of the next premium. It is, moreover, the voluntary practice of insurers to allow extra days, called days of grace, within which the renewal premium may be paid. Usually, grace period is days for fire insurance and 30 days for life assurance. With types of those mentioned, cover will usually cease with the day on which policy other It is, therefore, not proper to delay payment of renewal premiums the policy on which they fall due. beyond the

14.8.1 Components of an Insurance Contract Basically all insurance contracts consist of the following five parts (1) declaration, (2) (3) exclusions and limitations, (4) conditions, and (5) binder. Let us discuss these five parts briefly.

Declaration: This is the first part of any insurance contract. It contains the information relating to identity of the insured, the property, the of coverage, term of the contract, insurance amount and the premium. Other

may also be added to declaration depending on the type of contract and the specific circumstances surrounding the risk transfer. The declaration covers most of the basic information needed by the insurer in deciding whether to issue the contact and at what price. Insuring Agreement: The insuring agreement is a formal statement detailing what the insurer promises to do in return for the premium paid. The perils insured against and services promised are stated and defined in the agreement. If there are limitations on the amount of recovery, these may be stated in the agreement. In the insurance contract, this agreement ordinarily follows the declarations. The insuring agreement is the most important section of the contract, since it contains the basic information about the nature of the risk transferred and what may be recovered in the event of loss.

Exclusions and Limitations: Insurance contacts may be written on an all risk basis, where the contract insures against all risks except those specifically excluded in the contract. The contract may be also on the named perils basis, where only losses resulting from the perils named in the contract are covered. Though the insured may prefer an all-risk contract the broader coverage, insurers normally do not to since it insure against all risks. Perils which are covered in the contract are exclusions. In general, such normally subject to limitations are excluded or exclusions are of two types (1) certain kinds of certain perils are excluded or both things may occur, and (2) excluded property may be added by endorsement and the same is true of perils. It is important that the insured must understand the exceptions surrounding the transfer. 4.

The clauses are the conditions to be fulfilled by to enforce his rights under the contract. Most of these conditions refer to the that must be supplied by the in the event of loss type of or refer to the right of the insured if dispute arises in regard to the loss. It is essential for the insured to know his duties. Unless he fulfils all the terms of the contract, he may not be able to recover the loss from the insurer.

Binders: Sometimes a memorandum called a binder is issued by the binder contains insurer. The binder is a temporary insurance contract. the essential facts about the transaction such as date, amount, name of insured, and risk to be covered. In the event of loss, the binder serves in lieu of the policy and has the same force as if the policy had been issued.

Legal Aspects of Insurance The validity of every insurance contract rests upon certain principles. The basic principles which are applicable to various kinds of insurance contracts are: (1) utmost good faith, (2) proximate cause, (3) insurable interest, (4) indemnity, (5) subrogation, and (6)principle of mitigation of loss. Let us discuss these principles briefly. 1, Utmost Good Faith; A basic condition of every contract of insurance is that the insurer and insured should display utmost good faith towards each other. Each party must reveal to the other party, whether asked or not, all material facts which would influence the other party's decision to enter into the contract. It is not enough that the insured gives truthful answers to all but it is legal obligation to disclose all the questions in the proposal other information known to him that is likely to affect the estimation of the risk. If the material fact is not disclosed or if there is misrepresentation or fraud, the insurer is entitled to avoid the contract or payment under it. This requirement of good faith is essential for the

Business Risk and Insurance

Business Services

Normally, pure risks fulfill all the above four features and they are insurable. are certain risks which do not these four requirements explained above, and cannot be insured against. They are called non-insurable risks. These insurable risks include: Risks due to war (except cargo at sea) and certain risks such as radio activity arising from nuclear fusion. Risks incapable of measurement such as unforeseen changes in fashion, marketingof new products, etc. Risks too small too frequently, or risks so large and recurring so infrequently.For instance, a hotel can not insure the crockery against breakages.

14.8 INSURANCE CONTRACT When a person buys insurance from an insurance company (insurer), it is essentially a contract between the insured and insurer. An insurance contract is a vehicle used for transferring risk from an individualor business firm to the insurer. contract, constitutes the agreement between the insured and insurer, and details the under which the risk transfer takes place. Before we discuss the components of an insurance contract, you should understand the meaning and importance of the following three aspects. The Proposal: A person wishing to effect an insurance contract is required to submit a proposal to the insurer. This proposal may be made either orally or in Proposal consists of a number of questions to which the person must give truthful answers. The insurer can reject the proposal if the proposal is incomplete or incorrect.

The Cover Notes: Insurance contract comes into existance only when the proposal is accepted by the insurer. While the proposal is under considerationby the insurer, sometimesthe person making the proposal may wish to have immediate cover. In such case, on request, the insurer may issue a cover note whioh grants temporary the risk cover prior to' protection. Thus, the main purpose of cover note is to the issue of policy by the insurer. The Policy: Insurancepolicy contains the terms of the contract. Having accepted issue the policy within one month of receiving the first a proposal, insurer premium. Most policies are for Axed periods, usually a year. Under a life policy the assured has an indisqutable right of renewal while other policies are renewable by mutual agreement. Although not obliged to do so, the insurer usually issues a renewal notice the insured of the date for payment of the next premium. It is, moreover, the voluntary practice of insurers to allow extra days, called days of grace, within which the renewal premium may be paid. Usually, grace period is 15 accident insurance and 30 days for life assurance. With types of days for fire those mentioned, cover will usually cease with the day on which policy other the policy expires. It is, therefore, not proper to delay payment of renewal premiums beyond the on which they fall due.

14.8.1 Components of an Insurance Contract Basically all consist of the following five parts (1) declaration, (2) agreement, (3) exclusions and limitations, (4) conditions, and (5) binder. Let us discuss these five parts briefly. 1.

Declaration: This is the part of any insurance contract. It contains the information relating to identity of the insured, the property, the of coverage, term of the insurance amount and the premium. Other

information may also be added to depending on the type of contract and the specific circumstancessurrounding the risk transfer. The in declaration covers most of the basic information needed by the deciding whether to issue the contact and at what price. 2.

Insuring Agreement: The insuring agreement is a fonnal statement detailing what the insurer promises to do in return for the premium paid. against and services promised are stated and defined in The perils the agreement. If there are limitations on the amount of recoveiy, these may be stated in the agreement. In the insurance contract, this agreement is the most ordinarily follows the declarations. The insuring basic information important section of the contract, since it contains about the nature of the risk transferred and what may be recovered in the event of loss. Exclusions and Limitations: Insurance contacts may be written on an all risk basis, where the contract insures against all risks except those specifically excluded in the contract. The contract may be also on the named perils basis, where only losses resulting from the perils named in the contract are covered. Though the insured may prefer an all-risk contract since it offets the broader coverage, insurers normally do not undertake to insure against all risks. Perils which are covered in the contract are to limitations exclusions. In general, such normally certain kinds of property are excluded or exclusions are of two types certain perils are excluded or both may occur, and (2) excluded property may be added by endorsement and the same is true of perils. It is important that the insured must understand the exceptions surrounding the transfer.

Conditions: The clauses are the conditions to be by insured to enforce his rights under the contract. Most of these conditions refer to the type of information that must be supplied by the insured in the event of loss or refer to the right of the insured if dispute arises in regard to the loss. It is essential for the insured to know his duties. Unless he fulfils all the terms of the contract, he may not be able to recover the loss from the insurer.

Binders: Sometimes a memorandum called a binder is issued by the insurer. The binder is a temporary insdrance contract. The binder contains name of the essential facts about the transaction such as date, insured, and risk to be covered. In the event of loss, the binder serves in lieu of the policy and has the same force as if the policy had been issued.

14.8.2 Legal Aspects of Insurance The validity of every insurance contract rests upon certain principles. The basic principles which are applicable to various kinds of insurance contracts are: (1) utmost good faith, (2) proximate cause, (3) insurable interest, (4) indemnity, (5) subrogation, and ( 6 ) principle of mitigation of loss. Let us discuss these principles briefly. 1. Utmost Good Faith: A basic condition of every contract of insurance is that the insurer and insured should display utmost good faith towards other, Each party reveal to the other party, whether asked or not, all material facts which would influence the other party's decision to enter into answers to all the contract. It is not enough that the insured gives the questions in the proposal form, but it is legal obligation to disclose all known to him that is likely to affect the insurer's other disclosed or if there is estimation of the risk. If the material fact is misrepresentation or fraud, the insurer is entitled to avoid the contract or refuse payment under it. This requirement of good faith is essential for the

Business Risk and Insurance

Business Services

protection of the insurer, since he can evaluate the risk only on the basis of what he is told by the insured. Proximate Cause: To recover compensation under a policy, it must be proved that the loss sustained was proximately caused by the event insured against. In other words, the loss must be the result of the occurance of the peril stated in the policy or a peril very closed related to it. For instance, a fire insurance policy will cover not only loss caused directly by fire but the loss caused due to the efforts made to put out the fire (such as the loss due to demolition of part of the building to prevent the fire from spreading). Similarly, theft also can be a cause proximate to a fire, if goods removed from the burning building are pilfered before the arrangements were made for their safe custody. Insurable Interest: A person can not legally insure a risk in which he has no legal interest. For instance, a person can insure his own property but not that of his neighbour's property. In the same way, a creditor may insure the life of a person who owes him money. But you should note that sometimes interest may arise without ownership also. For instance, if a had taken loan from a housing finance to build his house, the housing finance company had an interest in the house, and is entitled to a man had insure it. In the case of life insurance, it is well established unlimited interest in his own life and in that of his wife, and similarly the wife had unlimited interest in the life of her husband. In life insurance, the insurable interest must be present at the time when insurance is effected. In marine insurance the interest need exist only at the time of loss, but in fire period of the contract. and burglary, it must exist throughout

Indemnity: Here the term indemnity is synonymous with compensation. Under the contract of indemnity, the policy holder is entitled to get the compensation from the insurer so that the policy holder neither gains nor losses from the mishap. For example, a building is insured against fire for and it is partly damaged by fire. It is estimated that it requires towards repairs. In this case the insured can recover only from the insured although the total sum insured is Rs. This clause is applicable in fire and marine insurances only, and not applicable in other insurances (life, personal accident and sickness purpose of indemnity is to compensate the loss insurances). The incurred and not make profits out of mishaps. However, if the same interest with several insurers, the total sum recovered from all (property) is be more than the actual loss. As a rule, in case of the insurers should multiple insurances the insured should claim the loss propoitionately from each insurer. In case of life assurance, the insurer must pay the agreed amount irrespective of the true value of the loss suffered. For instance, a person insured life for a very huge sum of one crore and died in an accident. The insurer must pay the total amount of one crore stipulated in the policy. Thus the principle of indemnity is not applicable in life, personal accident and sickness insurances. . Subrogation: The doctrine of subrogation applies only to of of subrogation, after the insured is indemnity. According to the compensated for the loss, the right of ownership of such damaged part of the property passes on to the insurer. If the damaged property has any value left or the lost property is recovered, such property can not be allowed to remain with the insured because in that case the insured will realise more than the actual loss, which is against the principle of indemnity. For example, if a car belonging to Mr. Satish is damaged due to negligence of and Mr. Satish is fully by the insurer. In that case Mr. Mr. Satish can not sue to recover any compensation. In fact the insurer can sue Mr. for negligence. Here if insurer recovers from Mr.

more than the compensation already paid to Mr. Satish, insurer must pass on the surplus to Mr. Satish. Similarly; an insurer who has paid on a burglary claim is entitled to the stolen goods when they are recovered. You should note that, as stated earlier, this doctrine of subrogation applies only to the contracts of indemnity. Principle of Mitigation of Loss: An insured must take all reasonable care to prevent and reduce he loss. For instance, if a house is insured against fire and there is accidental fire, the owner must take all reasonable steps to minimum. Similarly, if a person had extinguish fire and keep the loss to insured house hold goods against theft and burglary, he must take all normal (such as locking the house) to prevent theft. Check Your Progress B 1.

Differentiate between insurer and insured.

............................................................................................ ............................................................................................ ............................................................................................ List the legal aspects of an insurance. ................................................................................... ...................................................................................... .................................................................................. .................................................................................. 4.

Match the items in Group A with Group B Group B

Group A i. Binder ii. Indemnity Subrogation Assurance v. Non-insurable risk

a) Insurer's right of ownership of damaged property. b) Life Policies c) Risk due to war d) A temporary insurance contract e) To make good the loss

State whether the following statements are True or False ? Insurance is nothing but risk transfer. Insurer pays premium to the insured. A house already on fire can be insured. Risks too small and recurring too frequently can not be insured. d) Man had insurable interest in wife and vice versa. e)

14.9 KINDS

INSURANCE

You have already studied the meaning of insurance, risks which can be insured, legal aspects and components of insurance contracts. Now let us discuss how different kinds of insurances cover various types of risks under the following five categories:

1. 2. 3,

Insurance Marine Insurance Fire Insurance

Business Risk

Insurance

Business

4. 5.

Motor Insurance Miscellaneous Insurance

14.9.1 Life Insurance Life insurance is a contract under which one person, in consideration o f a premium paid (either in lump sum or by monthly, quarterly, half-yearly or yearly payment), undertakes to pay to the person for whose benefit the insurance is made, a certain sum of money either on the death of the person whose life is insured or on the expiry of a specified period of time. As you know, insurance policy may be taken by a person who had insurable interest. In section 14.8.2 of this unit we have already discussed the principle of 'insurable interest'. In case of life insurance, under this principle, any person who had a pecuniary claim against another or a right to support and maintenance from him can insure the life of that another person. The following persons, thus, have the insurable interest. 0 A person has an unlimited insurable interest in own life A husband has an insurable interest in his wife while the wife had insurable interest in her husband A child had insurable interest in the life of the father while father do not father is dependent have the insurable interest in the life of his son, on son. An elder brother do not have insurable interest in the life of the younger brother. A creditor has an insurable interest in the life of debtor, to the extent of the amount of debt. A servant has an insurable interest in the life of his employer. A surety has an insurable interest in the life of his co-surety and the principal debtor. A company has an insurable interest in the life of its officers, whose death may seriously affect its business (Profits) As discussed earlier, life policies are considered as life assurance policies. You have already learnt the difference between assurance and insurance in section 14.6. Life assurance contracts are not the contracts of indemnity. Therefore, in the case of life policies the insurer must pay the agreed amount (policy amount) on the occurance of the agreed event (death or expiry of the specified time). As you know, marine and fire policies are the contracts of indemnity, where the insurer is compensated to the extent of loss only if the actual loss less than the amount specified in the policy Types of Life Policies: There are eight broad types of life policies as discussed below: 1.

Whole Life Policies: Under this policy, the sum assured is payable after the death of the assured. The premiums on whole life policies may be payable regularly through out the life of the assured, or alternatively they may be period only (say 20 or 30 years). If the premiums are payable for a paid throughout the life, it is called 'ordinary life policy'. In the other case when premiums are paid for a limited period, it is called 'limited payment life policy'. Even in the case of the limited payment life policy also, insurer will pay the sum assured only after the death of the insured. Whole life assurance policy is ideal for a person who wishes to provide support for dependents after the death.

Endowment Life Assurance: Under this policy the insurer undertakes to pay the sum assured either at the end of a specified period or on the death of the assured, whichever is the earlier. case the assured dies before the expiry of specified period (or before attaining the specified age), the assured is payable to the legal heirs or nominees. On the other hand, if the

insured survives till the policy matures expiry of the specified period), the sum assured is paid to the insured himself. The premium for endowment policy is a bit higher than the whole life policy.

Term Assurance: This is also called temporary assurance. Under this policy, the sum assured is paid when the assured dies before the stipulated date. No payment is made if the assured survives to that date. For example, policies of this kind are taken out by persons who travel abroad, to cover bank loans so that the sum assured will be available to repay the loan if the borrower die before the policy lapses, etc. Joint Life This type of assurance involves the insurance of two lives simultaneously in the same policy. The sum assured (policy money) is payable by the insurer upon the death of any one of the assured to the surviving person. If both the policy holders die at the same time, their legal A of a joint heirs or nominees will be paid the assured life policy is that of a policy on the lives of a husband and wife, payable to the survivor on the death of either of the two.

Group Insurance: Under group insurance, a group of under the ered under a single policy. Premium is paid by the same employer employer alone or by the employer and employee jointly. A group insurance policy may cover all the employees or a particular of the employee of the same organisation.However, the employees are covered under this policy as long as they serve with that employer. In group insurance, the insurance contract is between the (insurer). A master policy is issued employer and the insurance to the employer, wliile the each employee receives a certificate. The certificate issued to the employee stipulates the amount of coverage that any other rights and privileges person had, his beneficiary (nominee) he may have under the plan. The policy is taken for a fixed period, usually 20 years. If the employee (assured) dies before the expiry of the term, the nominee (beneficiary) gets a fixed annual income for the remaining part of the period and the assured sum at the end of the term. On the other hand, if the assured assured sum is paid at the end of the term. survives the term, the Childrens' Endowment Policies: These policies are taken for the purpose of education of children and marriage expenses of daughters. These policies are just like the endowment life policies discussed earlier. Premium (annual or lump sum) is payable by tlie person (father or guardian or other person) entering into the contract. Policy matures when the child attains certain age. Then the sum assured is paid either in lump sum (when intended for the a specified period marriage of the female child) or paid by installments (when policy is meant for education). Annuity Policies: This policy is suitable when people desire to have of certain age. policies are, for certain income after the example, taken by employees who want some income after their retirement from service. Premium may be paid in instalments or in lump sum at the beginning. After the assured attains certain age, insurer pays the amount in instalments yearlylannual) With Profit or Without Profit Policies: Most of the above discussed types of policies may be with profit or without profit. In the case of with profit policy, the assured is paid, in addition to the sum assured, a share in the profits earned by the insurer. The profits are declared by the insurer after certain intervals and credited to the policy-holder as bonus. Without profit policy is one under which the policy holder does not get any share in the

Business Risk and

profits earned by the insurer. The premia on without profit policies are lower on with profit policies. With profit and without profit policies are also known as participating and non-participating policies respectively.

Business Services

14.9.2 Marine Insurance Marine insurance is an arrangement by which the insurer undertakes to the owner of a ship or cargo for complete or partial loss at sea. Marine insurance covers ship, cargo and freight. Perils of the sea also includes any land risk incidental to sea voyage. The marine policy must specify the following aspects: The names of the insured and the insurer The subject matter insured and the risks insured against The voyage or time period or both The sum assured The amount of premium

exist only at of loss. It is Under marine insurance, insurable interest interest at the time of taking the not necessary for the insured to have insurance is a contract of indemnity. The insured marine insurance policy.. is entitled to recover only the actual amount of loss from the insurer. Similarly, principle of contribution and subrogation is applicable to all marine policies. In case of several policies relating the same subject matter, each insurer is liable to contribute to the amount of compensation proportionately. Once the insured receives the compensation, all rights on the remains of damaged property passes on to the insurer. Types of Marine Policies: The main kinds of marine policies are as follows:

Voyage Policies: This type of policy covers a ship or cargo during a specified voyage only. Thus the limits of the risk are from the port of departure to the port of destination. The risk which is covered starts from the departure of ship the port and it ends when that ship reaches the port of destination. For example, you are shipping the export cargo Bombay to Amsterdam in Netherlands and you have taken a voyage This policy covers the risk of damage to cargo from Bombay port till it is not reaches the Amsterdam port. In the case of a voyage policy, liable if the destination of the ship is changed or the ship deviates from the agreed route. However, deviation from the agreed route is allowed when it or saving the human life or any is necessary for the safety of other circumstance stated in the contract.

Time Policy: This type of policy covers the risk during a stated period of time irrespective of number of voyages made. This policy would cover all the risks from the perils of sea for a stated period of time, say 1" April 1998 March 1999. Normally a time policy covers a period not more than to 12 months. However, most time policies include a contintiation clause providing against expiration of the policy if the ship is still on the voyage. A monthly prorata premium is payable for the continuation.

Mixed Policy: This combines the elements of a time policy and voyage policy. Mixed policy covers the risk during a particular voyage for a period. For example, a mixed policy may be taken to cover the ship or cargo during voyage from Bombay to Amsterdam from 1 November 1998 to 31 January 999. Valued and Unvalued Policies: Under valued policy, the value of the subject matter insured is specified on the face of the policy. In the event of full loss the insurer compensates the amount specified in the

policy. If the loss is partial a proportionate amount is paid by the insurer. the other hand, in the case of an unvalued policy, the value of the subject matter is not stated in the policy. In case of loss or damage, the compensation is ascertained by assessment of loss, subject to the limit of the sum insured. Floating Policies: This policy is suitable to a merchants who makes regular shipments. To avoid the botheration of taking a separate policy for shipment, of exporter can take a floating Policy. A floating policy is taken for a round amount, and leaves the details to be declared at a later time, Whenever some cargo is shipped, the shiper (insured) makes a declaration stating the sum for which it is to be insured. Then the total value of the floating policy is reduced by that amount. With each shipment, the value of the policy goes on decreasing. Thus the amount outstanding on the policy reduces progressively as shipments are made and premiums calculated. When the policy is fully covered, it is said to be fully declared and a new policy is taken.

14.9.3 Fire policies cover the losses directly caused through fire. However, it is necessary that fire must happen by ignition. If the fire is caused through the malicious act of the insured himself, he would not be able to recover the loss from the insurer. The fire insurance contract is an indemnity contract. Each contract specifies the maximum amount that can be claimed by the insured in case of loss. insurer is liable to make good the actual amount of loss caused by fire, not exceeding the maximum amount fixed in the policy. In order to cover a particular loss or damage under a fire policy, the following three conditions should be fulfilled: The loss or damage should relate to the subject of policy. The loss or damage must be caused by ignition or fire. The ignition must be either of goods insured or the premises where it is , placed.

In addition to fire, the standard fire policy covers such perils as lightning, explosion of domestic boilers, gas used for lighting and heating, and damage by water used to the extinguish a fire on neighbonring property. For a small additional policy may be extended to cover such other items as storm and flood, earthquakes and impact from road vehicles or aircraft, but not glass and china, manuscriptsand other items of value, except where specially mentioned. However, all these items may be covered in an 'all other contents' clause. As per the cause condition, as discussed earlier, by fire also includes the caused by efforts to extinguish fire with a view to mitigate the loss. Therefore, the following causes are covered by fire insurance: Damages due to usage of water to extinguish the fire. Wages paid to persons employed to extinguish the fire. Losses arising from efforts to avert damage by fire. For instance, property destroyed adjacent building) by the fire brigade to prevent the spread of fire. Usually a fire policy is for a fixed period. During that period if there are successive insurer is to make good of all those successive losses.

fire accidents, the

of Fire Policies: Broadly, there are six types of fire insurance policies, as explained below;

Risk and Insurance

Business

Specific Policy where the liability of the insurer is limited to a specified amount, which is normally less than the actual value of the property insured. Valued Policy where insurer agrees to pay a fixed amount in the event of loss, irrespective of the actual loss suffered. Under policy, the insured recovers a fixed amount, irrespective of the amount of actual damage Floating Policy where the amount of the policy may vary from time to time. This type of policy is useful in the case of goods in store where quantity and value change from to time. Replacement Policy where the has the option to replace the damaged by fire, instead of paying the loss by cash. Loss of Profit Policy where insured is protected against the loss of profit due to dislocation of business due to fire. Under this policy, insurer compensates to the extent of the loss in profits. Comprehensive Policy which provides cover against not only fire but also several other risks such as lightning, riot, earthquake, flood, storm, burglary, war, etc.

Insurance Owners of motor vehicles (two or four wheelers) can take insurance policies to cover (a) loss or to the vehicle, (b) injuries to or death different types of risks of any passenger, and (c) damages payable to the third parties for accidents. Every motor-vehicle driver must be insured for against liability for death of or injury to third parties and for the cost of their Though there is no statutory duty to insure against damage to property as well as personal injury, most of the third party policies cover both of these risks. A comprehensive motor insurance policy covers not only full third party risks (property as well as persons including passengers), but also damage to the insured vehicle, loss of rugs and other articles, and may also cover the cost of hiring a substitute vehicle, if necessary. If no claims are made during the year, a discount or 'no-claim bonus' is allowed at the time of renewal. The discount is cumulative and after 4 or years may reduce the premium rate by as much as 60 per cent

Miscellaneous Insurance You have studied four major kinds of insurance life insurance, marine insurance, fire insurance and insurance. Besides these, there are several other types covering various other aspects of risks. Some of them are discussed below. Engineering Insurance This is a highly technical branch of insurance. It is a branch of insurance that has expanded rapidly under recent legislation and especially under the Factories Acts, which prescribe compulsory inspection at regular intervals of certain types of industrial equipment, such as boilers, electrical plant, cranes other lifting gear. Policies cover the inspection service, the cost of repairing or replacing plant, and also injury to persons and damage to property. Cover is also available for machinery in transit or in course of Aviation Insurance Under aviation insurance, cover is available for loss of or damage to aircraft, personal accidents to passengers, third party risks in respect of both person and property and for cargo sent by air. However, accidents to staff who fly regularly are covered by group insurance schemes.

Policies

Risk and Insurance

fire companies now offer an extensive range of cover on the buildings of private dwellings under householders' or all-in policies. are designed to provide protection in one document against a variety of risks to those covered by a standard fire policy) including burglary, theft, accidents domestic servants, liability to third parties, and other hazards. Under these policies it is normally and contents for their value to enable the insurer to earn an adequate

Fidelity Guarantee Insurance you know, cashiers and others who handle money are frequently required by employers provide security as protection against their personal dishonesty. cases, fidelity guarantee insurance policy may be taken by the employer. The indemnifies the employer against losses the o f his employees. himself often takes out the policy. He may insure a number of either individually or on a group basis under a variety of policies. Burglary, Theft and Robbery Burglary is the act of unauthorised entry with criminal intentions, into any building residence*Theft is the act of dishonestly taking property belonging to another with intention of depriving of it. Robbery is theft with violence or the threat of violence. Burglary covers the loss caused on account of burglary, house or theft.

14.9.6 Difference Between Life Insurance and Other Forms of Insurance You have studied various kinds of insurance policies and how cover various the basic difference between life policies types of business risks. Now let us and policies. following carefully to understand this difference. - -

Life Insurance I

Other Forms

Relate to

The event of certain age or of insured) is certain to happen.

The peril insured may or may not occur.

There must be insurable interest interest must at the of. policy taking

In fire and marine insurance, insurable exist only at the time loss occurs,

It is a contingent contract. The Insurer is liable to total sum assured is payable on assured, whichever is less. of the (death or of certain age).

are of indemnity, make good only the actual loss suffered or the the happening

These are term contracts. subject to renewal at the end of the

Mostly one year contracts,

lives.

Mostly relate to property.

Business

Check Your Progress C Differentiate between joint life policy and group insurance.

........................................................................................... .

............................................................................................ State whether the following statements are True or False ? Life assurance contracts are indemnity contracts. a) Some of the marine insurance policies are not indemnity contracts. b) A surety has an insurable interest in the life of the borrower. c) In the case of life insurance, only actual loss is compensated by d) insurer. Losses arising from efforts to avert damage by fire are covered e) under a fire policy. Motor insurance covers the damages payable to third parties for accidents. Marine insurance do not cover the recovery freight. g)

4.10 LET US Risk means the uncertainty of occurance of economic loss. Based on this the term business risk may be defined as the uncertainty of occurance of economic loss in the event of any business activity. Business enterprises face a variety of risks, and thus risks prevail in all activities of business enterprises. Depending on the hature, business risks may be classified as pure risks and speculative risks, dynamic risks and static risks, risks classified by loss severity, objective risks and subjective risks, etc. Business enterprises have to manage the risks systematically. Risk management process involves five steps: (1) identification of the risks, (2) assessment of the intensity of financial loss associated with each risk, (3) identifications of various tools of risk management and selecting the best combination of tools to be used, (4) implementation of the decision, and (5) evaluation of the effectiveness of the risk management tools. Insurance is a device by which a loss likely to be caused by an uncertain event is spread over a large number of persons who are exposed to it and who voluntarily join together to insure themselves against such an event. Thus, insurance is a form of contract between two parties where by one party (insurer) undertakes in exchange for a fixed amount of money (premium) to pay the other party (insured) a fixed amount of money or compensate the loss on the happening of a certain event. All risks are not transferable to the insurer. Only pure risks can be transferred. risk should be accidental or random in Characteristics of insurable risks are: nature, (2) loss should be measurable, (3) there should be sufficiently large number of units exposed to the same risk, and (4) those units should be spread over a large geographical area. Risks which do not these conditions are non-insurable. An insurance contract consists of five main parts: (1) declaration, (2) insuring agreement, (3) exclusions and limitations, (4) conditions, and (5) binders. Insurance

contracts must fulfill six conditions utmost good faith, proximate cause, insurable interest, indemnity, subrogation and principle of mitigation of loss. Business enterprises can transfer several types of risks to insurance companies. There are different kinds of insurance such as fire insurance, marine insurance, life insurance, motor insurance, fidelity guarantee insurance, burglary and theft insurance, etc. Within each of these kinds there are again different types to suit various requirements. Life insurance relate to human lives while other types of insurances cover properly.

4.11 KEY Uncertainty of occurance of economic loss. Business Uncertainty of occurance of economic event of any business activity.

to a business firm in the

Pure Risk: A type of risk whose occurance causes loss only. Speculative Risk: A risk whose occurance may cause either gain or loss. Static Risk: A risk which may occur without any change in the business environment. Dynamic Risk: A business risk which arises due to changes in the business environment. Insurance: A farm of contract between two parties where one party undertakes in exchange for a fixed amount of money to pay the other party a fixed amount of money or pay the amount of actual loss on the happening of a certain event. Insurable Risks: Pure risks which can be transferable to the insurer. Non-insurable Risks: Risks which cannot be transferred and therefore not insurable. Insurance Policy: A document containing all terms of contract between the insurer and insured. kinder: A

in lieu of the insurance policy issued by the insurer.

Insurance: An agreement whereby the insurer undertakes, in return for a the owner of a ship or cargo for complete or partial fire Insurance: An agreement whereby one party in return for a consideration financial loss which the later may undertakes to indemnify the other party damaged or destroyed by sustain by reason of certain defined subject matter or other defined perils an agreed amount. Life Insurance: An agreement whereby the insurer, in considerationof a premium or by regular instalments, undertakes to pay a certain sum of paid either in of a specifiedperiod of money either the death of the insured or on the

Business Risk and Insurance

Business Services

ANSWERS TO CHECK YOUR PROGRESS A. 5 B. 4 5 C. 3

(a) ( b) False (c) True (d) True (i) d (ii) e (iii) a (iv) b (v) c (a) True (b) False (c) False (d) True (e) True (a) False (b) False (c) True (d) False (e) True

14.13

True (g) False

QUESTIONS What is risk ? Explain how risks are pervasive in business. What is a business risk ? Explain the process of risk management. What is a business risk ?Describe various types of business risks. 'All business risks are not insurable'. In the light this statement, explain insurable risks and non-insurable risks. What is insurance ? Discuss the general principles of insurance. What is an insurance contract Describe the parts of insurance contracts. Comment on the following statements: 'A contract of insurance is a contract of indemnity and indemnity only'. 'All risks are not insurable'. 'Insurance is sometimes spoken of as pooling of risks'. Explain the principle of insurable interest. State the significance of this principle in the case af life, fire and marine policies. Briefly explain salient features of various types of life insurance policies. Write notes on the following: Cause b) Doctrine of subrogation Insurable interest

12. 13.

Distinguish between the following: Risk transfer and risk separation a) Risk avoidance and loss prevention b) Life insurance and other insurances Whole life policy and endowment life policy d) Voyage policy and time policy e) is marine insurance ? Explain various types of marine policies. Explain the features of a fire policy and State various types of fire policies available.

Note : These questions will help you to'understand the unit better. Try to write answers for them. But do not submit your answers to the University for assessment. These are for your practice only.

UNIT 15

TRANSPORT AND WAREHOUSING

Structure Objectives Introduction to Trade Trade and Transport- Its Importance Essentials of a Good Transport System Modes of Transport 15.5.1 15.5.2 15.5.3 15.5.5

Road Transport Rail Transport Sea Transport Air Transport MiscellaneousModes

Choice of Mode of Transport Containerisation Clearing and Forwarding Agents Warehousing Types of Warehouses Let Us Sum Up Key Words Answers to Check Your Progress Terminal Questions

15.0 OBJECTIVES After studying this unit you should be able to: explain the role and importance of transport as an adjunct of trade state the essentials of a good transport system enumerate the various modes of transport describe the procedures involved in different modes of transport explain the suitability of the various modes of transport discuss the basis on which choice of a mode of transport can be made describe the meaning and importance of containerisationin transport enumerate the functions of forwarding and clearing agents describe the

served by

of warehouses.

1 . 1 INTRODUCTION Modern business involves manufactures of goods on a large and them available to consumers in distant places. Thus goods must be moved the place of production to the place of consumption to create place utility to them. Similarly, trading involves distribution ensuring the availabilityof goods to consumers as and when needed. This involves holding of stocks by traders as near as possible to the markets and supplied buyers. Thus transportation and warehousing functions ensure consumers to get a ready supply of goods as the right place and right time.In this unit you will study these in detail. You will study the nature and importanceof transport service modes of transport, procedure involved and the suitability of various modes. You will also learn the meaning and usefulness of warehousing and the purpose served by different types of warehouses.

SPORT AND

UNIT Structure

Objectives Introduction Trade and Barriers to Trade Transport - Its Importance Essentials of a Good Transport System Modes of Transport 15.5.1

Road Transport Rail Transport

Sea Transport Air Miscellaneous Modes

Choice of Mode of Transport Containerisation Clearing and Forwarding Agents Warehousing Types of Warehouses Let Us Sum Up Key Words Answers to Check Your Progress Terminal Questions

15.0 OBJECT After studying this unit you should be able to: explain the role and importance of transport an adjunct of trade state the essentials of a good transport system enumerate the various modes of transport describe the procedures involved in different modes of transport explain the suitability of the various modes of transport discuss the basis on which choice of a mode of can be made describe the meaning and importance of containerisation in transport enumerate the functions of forwarding and clearing agents describe the served by of warehouses.

15.1 INTRODUCTION Modem business involves manufactures of goods on a large and making them available to consumers in distant Thus goods must be moved from the place of production to the place of consumption to create place utility to them. Similarly, trading involves distribution ensuring the availability of goods to consumers as and when needed. This involves holding of stocks by traders as near as possible to the markets and supplied to buyers. Thus transportation and warehousing functions ensure consumers to get a ready supply of goods as the right place and right time. In this unit you will study these functions in detail. You will study the nature and importance of transport service modes of transport, procedure involved and the suitability of of warehousing and the purpose various modes.You will also learn the meaning and served by different types of warehouses.

Business Service

15.2

ERS TO TRADE

Trade, as a business activity involves buying goods from producers and selling the same consumers. In other words, those who are engaged in trade need to procure goods produced manufactured at particular places and supply them to customers in different places. Goods may have little use at the place of production thus useful when these are made to customers by traders. In the modem world, there are goods produced in a country exported and sold abroad. However, production and manufacture as well as buying and include operations which need certain facilitating be provided. Markets of produced on a large scale are spread over the length and breadth the country and even to countries across the borders to help traders bridge the distance between the places production and the markets to enable traders to create place utility for and income, facilities must exist for carrying the goods of goods (to over the distance barrier) for warehousing (to overcome the barrier of lag between sale) banking facilities (to meet the credit and financial requirements), and insurance (to cover the risks of loss or damage due to theft, burglary, fire, accident

15.3 TRANSPORT -

IMPORTANCE

Transport, simply stated, carrying of goods passengers one place to another. the context of trade, transport involves carriage of goods from places of production to centres of distribution and sale, which may be within the country or abroad. Thus, transport facilitates of distance between trading activities to create place utility to goods by removing the production and In modern societies the scope of trade has increased not only due to the range of goods produced, but also on account of large scale production and widening of the market geographically. Transport plays an important role in the continuous supply of raw material to the industry and distribution of goods to ultimate consumers. It also contributed to the growth of large-scale industries by facilitating the inflow of raw materials and outflow of finished goods. Transport enables traders to adjust the supply of goods at different places according to changing demand from time to time. Thereby price fluctuations are reduced to the minimum. Consumers derive benefits from transportation in three ways. Firstly, a large variety of products manufactured at different places are available to consumers all over the country as well as as of scale abroad. This is known as the benefit of diversified consumption. achieved due to large-scale production and extension of markets with the help of transportation, goods are available at stable prices goods are available at lower prices to the consumers. as transport enables supplies to be moved quickly from surplus to deficit areas. Economic benefits which are derived from transport facilities may be outlined as follows: (i) Development of industry and trade depends a great deal on the availability of transport. Easy transportability of raw materials, finished products and also movement of labour, have contributed immensely to the growth of trade and industrial activities. (ii) Extension of markets through transport development enables buyers to have a wider choice of goods at competitive prices. Extended markets also provide opportunities to the sellers to sell at the most profitable markets. Thus, buyers as well as sellers are benefited due to proper transport facilities. (iii) International competition is encouraged with the improvements in transport system. It makes markets accessible to sellers and buyers of different countries, and leads to wider choice of quality products. (iv) Well-developed sea and ocean transport have led to increased imports and exports. This has made it possible for each country to specialize in the production of goods for which it has competitive advantage. (v) Transport has facilitated economic interdependence of countries, which has, in enabled people to interact, and promote material welfare of the human kind.

ESSENTIALS OF A GOOD TRANSPORT SYSTEM good transport system is one which should serve the purpose of transportation and satisfy the following requirements. 1.

3. 4. 5.

6. 7.

It should be economical. The cost of transport service should be low enough to enable the users to carry their goods at the lowest possible charge so that the ultimate consumer get the products at a reasonable price. It should be capable of carrying goods as speedily as possible. There should be any delay in reaching the destination except for natural calamities or unavoidable causes. The transport service should be available regularly as and when required. It must ensure the safety of the goods. It should be operated by the properly and efficient persons capable of handling problems in emergency. It should provide insuring the risks of loss or damage to goods in transit, and assure payment of due compensation in case of delay causing loss to the owner of goods. There should be proper arrangements for loading and unloading of goods promptly and at minimum cost. As far as possible, delivery of goods should be made at to the receiver of the goods.

Check Your Progress A 1.

Which of the following statements are true and which are false ?

b) d)

Transport removes the barrier of distance in trade. Transport facility is needed only by traders, not by manufactures. Trade can take place even without transport facility. Efficient Transport system leads to adequate supply of goods in

market.

Fill in the blanks with the appropriate words given within brackets:

Transport helps traders to create.. ...................utility Traders having transport facility can goods in the most profitable market Large manufacturers need transport facility for ..................raw materials

Movement of goods from one country to another improves goods

15.5 MODES OF TRANSPORT Modes of transport or means of transport, can be divided into the following four broad categories:

1, 2, 4.

Road transport Rail transport Sea transport Miscellaneous modes

Transport by road may be possible by means of: (a) pack animals like horses, camels, bullocks, mules, donkeys, etc., (b) vehicles drawn by animals bullock-carts, horse-drawn carts, drawn carts, etc., (c) motor vehicles trucks, vans, tempos, etc. However, use of pack animals and carts drawn by animals have limited use only in rural areas and short distance local transport areas. These are slow-moving means and wherever motor vehicles can be brought to use, these means of road transport are not preferred.

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Rail transport by land consists of carriage of goods by trains which move on railway tracks for the purpose. Loading and unloading of goods for rail transport may be possible at rail stations or sidings. Sea or ocean transport by vessels provide transportation facilities in coastal areas or sea and ocean. It is also possible by rivers and canals by boats and steamers. landing of aircraft. Transport by air requires specially constructed airports for take Transportationby aircraft is possible within a country as well as between different countries. Miscellaneous modes of transport include pipelines; postal mail and courier services. the procedures involved in transportation by different modes and the suitability respective modes.

Road Transport Large producers and dealers of goods use their own motor trucks, delivery vans and other vehicles for inward and outward transport of goods. There are also public transport agencies which operate trucks and vans on hire. Vehicles owned by producers and dealers are put to , whenever required. A separate department is generally entrusted with the task of proper maintenance of the vehicles and regulating their movement. vehicles are generally used on a contract basis for regular purposes. Alternatively vehicles hired from agencies as and when required. A truck service can also be arranged for less then load. Before they are loaded into the vehicle, goods are required to be packed in crates wooden cases or in bales or any other form depending on the nature of the product. However, packing may not be needed in the case of goods like iron rods, beams, bricks, sand, stone chips, minerals, coal, etc., which are carried in bulk. Motor vehicles are also specially made known as tankers, for carrying liquids in bulk. Advantages There are several advantages of motor transport by road.

3..

The user gets complete service by way of loading of goods at the desired location and unloading at the exact place where required. The of loading and unloading can also be adjusted according to convenience. The truck service can be arranged for varying quantities of goods. Besides, the transport operator can serve a number of places on the way for loading and unloading. Overall, the road transport service offers a lot of flexibility in operation. For short distances, motor transport is speedier as well as cheaper. It is cheaper than rail transport because the truck operators are not required to construct or maintain the roads. Goods do not have to be loaded and unloaded more than once. There is no necessity of transhipment on the way. Thus, handling operations are minimum. Loading and unloading can be done in shorter time and at lesser expense. Fragile goods and goods susceptible to damage can be taken care of at the loading and unloading stages as the sender and receiver have the opportunity to supervise the handling operations. The regularity of service (schedules of operation) is maintained by most established safety of goods and timely service, is also assured transport agencies. The reliability with little or no difference in cost. The pressure on railway transport has been taken over by road transport, which also serve as feeder to railways. Inaccessible terrains like hilly and mountainous areas can be reached by road transport, available in such terrains. which is the only means of

Limitations There are some limitations of road transport as outline below: 1.

Services may be delayed on account of break down of vehicle or road congestion.

3. 4. 5.

There is no uniformity rates charged by different agencies.The rates are neither competitive nor stable over time. In the case of small operators, there is no fixed time schedule and thus the service is not dependable. Adequate protection against loss or damage is often lacking and risks cannot be insured easily. For heavy and bulky loads to be carried over long distances as also for goods of small value, road transport is relatively costlier than railway transport due to the limited carrying capacity of motor trucks and high cost of fuel.

Suitability of Road Transport Considering the advantages of road transport, it may be found more suitable in the following cases: For small consignments over short distances. 1. Where speedy movement is required and the distance is short. 2 When loading and unloading of goods are required at locations and at hours convenient 3. to the sender and receiver of goods. For handling goods to and from railway stations and sidings as a feeder service. 4. In hilly and mountainous which are not accessible by rail transport. Fast movement of perisliable goods like vegetables,milks, fruits, etc., for limited 6. distances.

Rail of carrying capacity over long distances, rail transport is unequaled by any other mode transport. In India railways are controlled by the Government of India. To avail of the rail transport facility for sending the goods, you have to follow the following procedure: 1.

You have to fill in a prescribed form known as Note or Consequent Note giving particulars of the goods to be sent. Printed forms of this note are available from terms and conditions on which goods are carried by the the railway goods offices. railways are printed at the back of this note. In this note you have to mention the descriptionof goods, number of packages, weight, identifying marks, and the names and addresses of the sender (consignor) as well as the receiver (Consignee). The note is marked either 'Freight Paid' or 'Freight to Pay' depending whether the sender or the freight. receiver is to pay The form of forwarding note is to be either 'Railways Risk' or 'Owner's rate is charged if goods are sent at 'Railway's Risk' because in Risk'. Higher be held liable for any delay, loss or damage of such case the railway authorities goods except which is due to natural causes beyond the control of the railways. Freight case the railway authorities rates are lower for goods sent at 'Owner's Risk', in can be held liable for delay, loss or only if it is due to will full negligence or dcfault. the forwarding note is submitted to the 'parcel' office, the sender is given a The is an acknowledgement of goods receipt known as Railway Receipt received with an undertaking from the railways to carry the goods as per instructions and subject to the terms and conditions specified in the forwarding note. This serves as a document of title to goods. Goods are delivered to the receiver after the submission of at the inward parcel office at the destination, Railway Receipt is, therefore, forwarded by the sender to the receiver (consignee) to enable him to take the delivery of goods. On arrival of goods at the destination, the consignee (receiver) is expected to take delivery immediately within a specified period. Otherwise he has to pay an additional charge per day of delay, which is known as 'Demurrage'. If delivery is not taken within a reasonable period of time, the railways can dispose of the goods by public auction.

Transport and Warehousing

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Advantages Transportation of goods by rail has certain distinct advantages: 1. 2.

6. 7.

For sending goods over a long distance by land, the railways happen to be the speediest means as trains can run at high speed over along distance. Compared with road transport, it is relatively economical to carry heavy and bulky goods to distant places due to lower cost of traction by power on smooth rails. The number of wagons and rakes can be adjusted for handling larger volume of and thus the carrying capacity is quite flexible. It provides a dependable service as railway movement is not much obstructed by weather conditions like rain and storm. Goods can be carried safely without risk of total loss or severe damage, except when goods are transported on open wagons at the request of the sender. As trains run very smoothly, damage of goods during transit is very limited. variety of services are provided by railways besides transportation of goods, warehousing of goods, express freight and delivery service, private sidings for factories, dock-sidings for immediate delivery and dispatch, depots at railway terminals, facility for transport of special categories of like animals, explosives, valuables, perishable, etc.

Limitations Transportation by rail has 1.

following limitations:

It proves to be a more expensive means of transport for small consignments over short distances. Expenditure on packing and handling are higher than in road transport. The speed of rail transport for short hauls is much slower than that of motor trucks. Goods are transported by railways only between certain fixed places railway stations). Hence it is necessary to carry goods to the railway station by the senders and the goods at railway stations and arrange other modes of the receiver has to transport to carry it station to his premises. Only in the case of large and regular users, sidings are provided at the factory site. Railway transport facility is very limited in and areas.

Suitability Taking into account the advantages and limitations of rail transport, you may infer that it is most suitable as a means of transportation in the following cases: 2. 4. 5.

Where heavy and bulky goods are to be carried over a long distance. When regularity and reliability of transport are important factors to be kept in view. Where goods are bulky but have low unit value like minerals, coal, etc. Where the goods need to be sent speedily over a long distance. When weather conditions on the way are uncertain and goods are likely to be damaged in course of transit.

15.5.3 Sea Transport Water transport in general may be classified as : (1) river and canal transport by boats and inland waterways, (2) sea or ocean transport by ships. steamers In the case of inland water transport, loading and unloading of goods can be arranged by setting up private jetties on the route. For instance, transport of jute takes place along the Hooghly river for jute mills in the Calcutta industrial area. The cost of transport is relatively lower than road or rail transport. However, it is a slow moving means of transport. Natural calamities like rains, floods and droughts make inland water transport unreliable. Its limited use is due to the limited areas served by waterways.

do not

areas and for international between many countries and sea transport is the only means

and

and exports. overseas transport, are able: (1) Liners which between a fixed schedule and itinerary, and (2) Tramps any schedule or of voyages, but move from port to port and of goods as per agreement with the shippers. Figure 15.1 : Classification of shipping based on area of operation

Shipping

Overseas

Coastal

General Cargo

Cargo

Liquid Cargo

Look at Figure 15.1 carefully and examine the classificationof shipping. Shipping can be coastal, offshore and overseas. The coastal shipping broadly divided into three segments segment encompasses the movement of between different ports belonging to the same country. The segment is limited to the supply of manpower, spares and necessities to offshore installations. The overseas shipping encompasses import and export of divided into two merchandise between different countries. This overseas segment can be categories as bulk cargo which is concerned with the movement of commodities in bulk and general cargo which involves in the movement of various items in various quantities. Bulk Cargo is further divided into: (1) dry bulk cargo which includes dry commodities like grain, coal, iron ore, etc. and (2) liquid which includes liquids like crude oil, diesel, furnace oil, etc. Procedure Whenever goods are desired to be transported by sea, it is essential for the consignor to enter into a contract with shipping company. This is known as a contract of whereby the shipping company agrees to carry goods, and there is hiring of space in a ship for transportation of cargo of the consignor as per and conditions laid down in the contract. When the contract of affreightment involves hiring of a ship or a part of it for a particular voyage or for a specified period, it is known as Charter Party. If it is for a particular voyage, the contract is known as voyage Charter, whereas if it relates to a specified time period, it is known as Time Charter. Having booked the cargo to be the shipper obtains a 'Shipping Order' from the shipping company or its agent. This is an order the captain of the ship is asked to receive on board the ship specified goods from the shipper. At this stage, to comply with customs triplicate and submit to the customs

which

you have to fill up Shipping Bill the Bill and passes an

order for export of Then you have to pay warfare at the office of the port upon which a Customs Export Pass is issued to the,shipper. You have to deliver the goods at the dock and receive Dock's Receipt. When the goods are loaded, the Shipping Order and the Shipping Bill are to be handed over to the Mate, the captain's assistant. After checking the number of packages and packing, the Mate issues a receipt to the shipper, known as the Receipt which is an acknowledgement of receipt of the goods specified in it on board the ship.

The Mate's Receipt is a provisional receipt which has to be produced at the office of shipping company for obtaining the Bill of Lading. This is a document which is by the master of the ship or the ship owner or an agent, stating that the goods in it have been taken on board the ship for transportation as per terms conditions specified in it. The Bill of Lading, besides being an acknowledgement o receipt of the goods, also serves as a contract of affreightment and as a document o title to the goods. It is freely transferable by delivery, with or without endorsement, the transferee, as a holder in due course, obtains a valid title to the goods.

A freight note is then sent to the shipper giving details of the freight payable on consignment plus a charge for supervision of the loading, known as of the amount may be arranged by the shipper. However, if the freight is to be paid the consignee, the Bill of Lading is marked 'Freight Forward'. When the consignor (exporter) has shipped the goods, he sends an advice note to consignee (importer) intimating the date of shipment and the probable date by which ship is likely to reach the port of destination. The exporter also draws a bill of on the importer for the full amount as per the invoice of the goods sent. Alongwith bill of exchange, exporter also sends the invoice, bill of lading, insurance policy, etc These are forwarded to a branch or agent of the exporter's bank, with the instruction tha the documents may be handed over to the importer either on acceptance or payment o of exchange. the

When the ship has reached the port of destination, the importer has to arrange of the freight, if it has not been already paid by the shipper. The shipping company makes an endorsement on the back of the Bill of Lading which is 'Endorsement for Delivery'.

At the same time, a Bill of Entry giving details of the is prepared by the importe: in the form supplied by the customs authorities for payment of customs duties, if goods are dutiable. He is also supposed to pay Port Trust dues and obtain a receipt. 10)

Delivery of goods is finally obtained when the above formalities have been and the documents of title to the goods are surrendered.

Advantages Transportation of goods by sea or ocean is relatively more economical for bulky goods to carried over a long distance. This is because there is no necessity of constructing or tracks on sea routes. Countries with a long coast line as India, can also make use of sea transpor for movement of goods by coastalshipping. Disadvantages Although sea transport is the only means of transporting goods economically where land connections do not exist between countries, it is a relatively slow-moving means of transportation as compared with air transport or land transport. Moreover, seas and oceans in in Northern Europe (Scandinavia), North America, etc., are not some parts of the world navigable round the year, Although modem devices have made such waterways navigable, but it is more expensive.

Transport

Warehousing

particularlyfor heavy and for the fast movement of goods. for trade between countries which are separated

Air Transport is no less. use has certain like sensitive electronic

its as a increased as a result of large cargo items, costly goods of light weight are now transported by air.

sending prepare an air Consignment Note which document of packages, method of packing, packages, be paid, party to pay, value of the goods, address of the consignor place of departure and destination, etc. The Note has to in One part is signed by the consignor 'For the Carrier'. The by the airways and the consignorand Consignor'. third signed by the airways as an acknowledgement of the goods for carriage. This is forwarded the consignee who is to receive delivery of the goods destinatioll. Advantages by air has certain distinct advantages to the user. The airways follow the shortest and most direct route for carrying goods. It is the speediest means of transport. Where time is airways constitute the only choice. The transport cost which is relatively higher is by quick delivery of goods, increased turnover, reduced inventory holding and storing cost.

I I

Disadvantages There are two serious limitations of air transport. One is that transport of bulky goods of small weather conditions may delay flights, value involves prohibitive costs. Secondly, Suitability

Air is the most expensive means of transport. But it is the speediest means and provides the quickest means of transportation. Hence it is most suitable for the transport of perishable low volume as well as items urgently needed, such as life goods, articles of high value saving drugs, spare parts of machinery or electronic components.

Miscellaneous Modes I

Besides roadways, railways liquids are transported through pipelines also. Moreover, postal services and courier services also provide facilities for transport However,these courier service agencies make o f rail, road and air transport for carrying goods. Let us discuss courier each of these modes in detail. 1

Pipelines of the most economical coal pipeline, the (long duration) of waterways cost

crude petroleum and oil products, natural gas, capital expenditure is involved for constructing is very The volume and the duration capital on construction of pipeline. pipelines, navigable canals and rives are not there

Business Service

between many places. Thus, use of water transport for oil is restricted. There are several examples in India where pipelines are used to transport petroleum. crude petroleum transported 1,222 long pipeline from in the Koyali and refineries via Viramgam in Gujarat. Oil wells in Naharkatiya are connected by pipelines refineries at in and in gas is transported from Calcutta by pipelines. Postal Office Postal service undertakes transport of parcels of goods within India and abroad by surface air Parcels may be registered or unregistered. However for a parcel weighing 4 kg. registration is compulsory. For registered parcels, acknowledgement of the consignee available to the sender by post. For this purpose the parcel has to be sent within 'Acknowledgement Due' and an additional amount is charged to the postage payable. facility provided by the postal department is the speed post service whereby parcels be sent to selected destinations within and outside the country very quickly. Large post offices the major cities of India offer this service. Postage is to be paid by the sender. Charges high and vary according to the weight of the parcel and destination. High volume users are given special privileges, such as delivery under contract to any India, even a remote village or a far flung town. Besides, regular users can avail of the scheduled pick ups from their own premises at no extra charge. Credit facility is also given to high volume users who can pay only once a month. It is Advantages: Postal service, as a means of transport, has the following advantages : convenient means of transport where the quantity is small and the volume is low. (2) Post Offices are located mostly near market places. Hence despatch of parcels can be arranged easily. (3) Parcels are delivered at the doorstep of the addressee's. (4) The parcel may also be sent under VPP (Value Payable Post) and the amount due from the consignee can be realised by the sender through the post office. (5) Main advantage of the speed post service is the assured and speedy delivery of goods. Disadvantages: The disadvantages of postal services are: (1) Sending large quantities of goods by parcel post is more expensive than rail or sea transportation. (2) The maximum weight of a parcel peimitted is 20 kg. The packages should not to be more than one metre long. Thus, heavy and bulky goods cannot be sent by parcel post. (3) The main disadvantages of speed post service are that it is very expensive and is available at selected places only. Suitability:-On the whole, postal service is useful for sending small quantities urgently, where such quantities are to carry by other modes such as trucks, trains or ships. For bulky and heavy goods, parcel post or speed post are expensive and not ordinarily found suitable means of transport. Courier Service Many private agencies known as couriers operate from different cities and towns and undertake to carry goods to places within the country and abroad. The courier service actually involves or airways. For short distances, mostly they transportation of goods by use messengers. Quick and assured delivery is the main advantage of courier service. It also provides the pick up service at no extra charge. The limitations of courier service are it is quite expensive, and available only in cities and towns between which traffic is regular and substantial.

15.6 CHOICE OF MODE OF TRANSPORT I

We have already discussed the advantages and disadvantages of various modes of transport and their suitability. Naturally, which mode of transport should be chosen by a business firm will depend upon the nature, weight, bulkiness and volume of goods to be transported. Generally four

factors viz., mode. Let

speed, flexibility and regularity of the service influence the choice of a discuss these factors briefly.

Cost most important factor the cost of transport. Sea transport is by far the cheapest of bulky and heavy goods, provided the speed of carriage is not an essential Rail is also a relatively cheaper mode of transport for heavy and bulky to be carried over long distances: It is also speedier than sea transport. But by rail only when places are connected by railways. Transport by motor trucks is cheaper and than rail transport for small consignments over short distances. But the cost of road by is higher that of rail transport for bulky goods of small value to be over long distances. This due to the limited capacity of trucks. Air transport is fastest mode of transport but it is also the costliest mode. Its use is thus restricted to the of perishable valuable goods or spare parts of urgently needed. Speed regards speed of transport, motor transport road is speedier than rail transport over short distances. But railways are potentially a speedier means than road transport for long distances. quickest of transport is of course, air transport, and the slowest is water transport. Flexibility While choosing a mode of transport, you have to consider the of service In this respect, road transport is the most flexible mode. Carriage of goods by motor trucks possible between all places. Goods can be picked up and delivered at any point and loading as be at any convenient time. Rail transport is relatively less well as unloading flexible, as it is available for carriage of goods only between certain definite places. transport provides services only between sea ports and to that is inflexible, but it is indispensable for trade between countries without common land frontiers. Air transport is also inflexible as a mode of transport. Carriage of goods is possible only between airports which are fewer and far between. Regularity the case of rail transport, regularity of service is most assured. scheduled movement of railways is relatively less affected by weather conditions. Motor trucks may or may not have scheduled services but transport by trucks is somewhat affected by bad conditions. Sea is also available according to some schedule. Only in certain parts of the world, storms and of sea water may affect this mode of transport. Air is also available according to a schedule but the services are much affected by weather conditions. Check Your Progress Which of

following

are true and which are false ?

Both road transport and rail transport can be arranged for varying quantities of goods. I-Iigher freight is charged for goods sent by railways at owner's risk. bulky goods, rail transport is cheaper than road transport For lieavy irrespective of distance. Male's Receipt is issued when goods are loaded and the Shipping Order and the Shipping Bill are handed over to the mate of the ship. Bill o f Lading serves as a document of title to the goods carried by a ship and hence it is transferable. High cost of air transport is compensated by reduced inventory holding and storing cost. Sea transport is ruled out for of petroleum due to the low cot of transport by pipelines. Speed post service is available at selected cities.

Transport and Warehousing

Choice of the mode of transport is mainly determined by the cost and carriage, and less by flexibility and regularity of sei-vice.

Business

Prepare a chart showing the relative merits and short

Road Transport

of road and rail transport.

Rail Transport

Define the following terms: Air Consignment Note

............................................................................................. .............................................................................................

............................................................................................. Railway Receipt

iv)

Bill of Lading

............................................................................................. Charter Party

............................................................................................. .............................................................................................

vi)

vii)

Bill of Entry

viii)

Shipping Bill

............................................................................................. .............................................................................................

15.7 CONTAINERISATION Containerisation refers to the technique of using specially containers for transportation of of goods in large box like containers that can be loaded and unloaded goods. It involves to and from trains, trucks, ships and air crafts by mechanical devices instead of manual labour

being engaged in transferring packaged lots. Actually, is to eliminate manual handling of cargo, the operation and ensuring automatic control over transfer of goods in containers from storage to carriers and from one type of carrier to another. Containers can be hauled by trucks to railway yards, docks or airports and can be transferred or airplanes, the main advantage of containerisation is its readily to rakes, flatcars, transfer between different modes of transportation. The transfer can be adaptability to use of manual labour. For sea transport, operation of made by mechanical devices larger and faster general cargo vessels has become possible due to containerisation. container ships are required for the purpose, and it involves heavy capital expenditure. Even then is found economical since loading big containers is easier, less time consuming and less costly with loading of small boxes or pieces. Movement of cargo by air may also be possible more conveniently with the prospect of containerisation enabling goods to be loaded and unloaded using highly automatic mechanical devices. However, it remains to be seen whether it is economically feasible to operate huge air freighters which are required to cany containerised cargo. the West European countries and the United States, containerisation has become an integral part of the transport system. is gradually gaining ground in India. At present Inland Container Depots (ICDs) serve as dry ports to promote exports and imports from and to inland locations. In presently ICDs function at places : Bangalore, Anaparti, Coimbatore, New and Ludhiana. Besides, there is a Container Freight Station (CFS) at Delhi, in Delhi, for consolidation and dispersal of less than container load cargo. The highly and automated Jawaharlal Port at Sheva is linked with the at Delhi. A public sector enterprise namely Container Corporation of India was set up in 1988 under the administrative control of the Ministry of Railways. The main objective of this Corporation is to bring containerisation to hinterland, and to set up a network of ICDs and all over the to serve as dry ports in order to promote multi-modal transport of containers between gate-way ports and inland locations.

15.8

AND FORWARDING AGENTS

Clearing and forwarding agents are generally engaged by importers and exporters to comply with various formalities prescribed by the customs and port authorities for goods to be imported or exported. Clearing agents not only undertake to complete all the formalities for receiving delivery of the goods, but also to deliver the goods at the importer's warehouse. They charge a for all their services. Importers find it worthwhile to entrust the work to clearing agents instead of employing separate staff for the purpose.

Forwarding agents similarly engaged by exporters to comply with the customs formalities and other requirements of the port and dock authorities in connection with shipping goods for export. Forwarding agents are also engaged to look after the arrangements for transportation of goods from the exporter's premises to the dock or ship. Consignment and despatch of goods within the country are often arranged by merchants with the help of forwarding agents. Their are rendered for a commission on fixed charge which vary with the volume and nature goods.

15.9 WAREHOUSING

, I

Warehousing refers to the storage of goods on a large scale and as a specialised function. It involves providing facilities for preservation of goods in proper condition so prevent Ioss or damage, and making the goods available to traders or dealers for sale. Warehouses are places where storage facility exists. Thus, warehousing is an essential aid to trade or ancillary of trading activity. It creates both time and place utilities, as goods stored in warehouses can be available whenever and wherever needed by buyers. Manufacturers, wholesalers as well as dealers can use of warehousing facilities to bridge the gap between time when goods are procured or manufactured and the they are demanded by customers. The warehousing also arised from the modem systems of production and distribution of goods. Large scale production generally takes place in anticipation of demand for goods, but not necessarily in response to

Transport and

Business

specific orders of customers. Such goods cannot be sold immediately after production. The manufacturersthus need adequate facilities for storage of their products to meet the demand scheduleof customers. the year. Again, there are certain products which have seasonal demand, but produced For example, woolen mills have to keep wool or woolen textiles in storage until the winter season. Many agricultural crops like wheat, cotton, tobacco, rice, etc., are harvested during specific seasons while they have continuous demand throughout the year. Thus, storage is necessary in all such cases. Warehousing enables wholesalers to buy goods in bulk manufacturersand sell the same in small lots to retailers. Warehousing also performs the function of price stabilisation. Prices normally go down due to excess supply and increase due to shortage. Fall in price can be controlled by storing the excess supply and also price rise can be by supplying the product from storage. Storage may enable better prices to be secured by the producer or wholesaler as supply can be adjusted demand.

15.9.1 Types of Warehouses There are three types of warehouses which provide facilities for proper storage of goods:

1) 2)

Public Warehouses Private Warehouses us examine the nature and characteristics of each of three categories.

Bonded Warehouses are those which are located in or near ports where imported goods are stored till importers fulfill all formalities and take delivery of them. Actually when an is unable to take delivery of the goods by paying the required customs duty, the customs authorities permit the goods to be kept in a bonded warehouse, and allow delivery as and when the duty is paid.

The bonded warehouses are licensed specially for storing imported cargo on which customs duty is yet to be paid. Goods stored are said to be 'in a bond'. These warehouses are generally owned by government, but can also be privately owned in which case they are subject to government supervision and control. Bonded warehouses enable importers to pay customs duty on the goods as and when it is convenient. The import duty is not required to be paid on the entire lot at the same time. Delivery of a part of the goods be taken on payment of the proportionate amount of duty. Besides, these warehouses also can provide services of branding, blending and packaging, reexport of the same. Moreover, buyers are allowed to inspect the goods there. Thus, importers can recover the amount of duty included in the price when the goods are delivered directly to the buyers. Public Warehouses are those which provide warehousing facilities to manufacturers, producers, as well as traders on payment of specified charges. These warehouses are located at favourable sites on railway routes and and near ports. Railway sidings are also provided with many of these warehouses. Public warehouses are privately owned by organisations, as well as by the central and state governments. The Central WarehousingCorporation of India, established in 1957 by the of India, operates public warehouses at centres of all India importance. There are State Warehousing Corporation which public warehouses at the state and district level. Besides,co-operative warehouses are also existing. Privately owned public warehouses are allowed subject to certain government regulations. Public warehouses run by dock authorities facilitate storing of goods which cannot be immediately shipped on reaching the port, or imported goods where importer is not able to take immediate possession. Mechanical handling of possible at warehouses on railway routes and at ports. heavy goods is

Small scale manufacturers and traders cannot afford to build warehouses of their own and can make use of public warehouses located in different regions. The receipts issued by public warehouses are accepted by banks as collateral security for loans granted. The warehouses also provide the facilities of grading, blending and packaging. These warehouses also undertakeloading and unloading of goods, and arrange delivery according to the owner's direction.

Private Warehouses are owned by large manufacturers and wholesalers for storing goods of own. The maintenanceof these warehouses is the responsibility of the owners. These are not available to the traders and producers in general and hence Your Progress C

Which of the following statements are true and which are false ? Containerisation is possible only in sea transport. Forwarding agents may act on behalf of exporters as well as merchants for b) domestic consignments. Warehousing is essentially concerned with storage of goods. All private warehouses are owned by large scale manufacturers. d) Buyers can inspect goods in bonded warehouses. What is 'Containerisation' ?

15.10

What is a bonded warehouse ?

Why is a public warehouse so called ?

Transportation involves carriage of goods from places of production to places of consumption. Thus, transport services remove the barrier of distance that separates producers from consumers and creates 'place utility'. Transport helps raw materials and goods to be carried to places within country as well as places abroad. A good transport system should be economical, that is, involve minimum cost, fast moving, flexible enough for goods to be loaded and unloaded conveniently, and regular in operation. Besides it should provide for insurance of the risks of loss or damage in transit.

Road transport, Rail transport, sea transport and air transport are the principal modes of transport. Road transport by motor trucks is most suitable for carriage of small consignments of goods over short distances. For transporting heavy and bulky goods over long distances, railways are better suited. Sea transport is the cheapest mode for carrying and henvy goods It is the only mode of transport available where there is no road or rail connection between countries. Air transport is most suitable for carriage of perishable goods, high value and low volume goods, and supply of goods. It is the speediest mode of transport but is also the most expensive. Pipelines constitute another mode of transport. It is most economical and for transporting Parcels and packaged liquids and gases such as petroleum products, natural gas, coal gas, goods can be senr through post offices for destinations within the country and abroad, provided offices offer 'speed post' the weight and size of the parcels are within permissible limits. centres to ensure quick delivery. Private agencies known as couriers service from

Service

provide similar services for sending parcels. However, the appropriate mode should be chosen on the basis of the cost involved, the speed of transport, flexibility and regularity of services. Containerisation is the technique of transporting goods in large box like and aircrafts. moved by mechanical devices to and from ships, railways,

which can be

Clearing and forwarding agents are generally engaged by importers' and exporters to comply with the various formalities prescribed by the customs and port authorities for obtaining delivery of imported goods or shipping goods for export. Storage of goods on a large scale undertaken as a specialised function is known as warehousing. protecting the goods It consists of all arrangements for storing goods in proper condition from loss or damage till required by the owners. Warehousing results in the creation of both time and place utilities. There are three types of warehouses bonded warehouses, public warehouses and private warehouses. Bonded warehouses, located at or nearer to parts, are used by importers for storage of imported goods before payment of customs duty. Delivery of the goods can be obtained as and when customs duty paid. Public warehouses provide storage facilities to manufacturers, wholesaler and traders on payment of prescribed rent or charges. sites on railway routes and high ways, and These warehouses are generally located at are operated by private parties or the government. Private warehouses are owned and run by large manufacturers or wholesalers for storage of their own goods.

WORDS Air Consignment Note: A document to be submitted by the consignor of goods by airways containing all particulars relating to the goods, one part of which is signed by the airways in acknowledgement of the goods received for carriage and has to be forwarded to the consignee to receive delivery of the goods. Bill of Entry: A document continuing details of goods imported which is prepared by the importer for payment of customs duty. Bill of Lading: Document issued by the ship owner or captain of the ship in acknowledgement of the goods taken on board the ship under the terms specified in it. Bonded Warehouse: Warehouse for storage of imported goods on which customs duty is yet to be paid. Clearing Agent: One who is engaged by importers for getting delivery of imported goods after complying with the necessary formalities prescribed by the customs and port authorities. Charter Party : A contract for hiring a ship or a part of it for a particular voyage or specified period. Demurrage: Extra charge payable to the railways when the consignee delays taking the goods at the destination.

Forwarding Agent : One engaged, on behalf of the exporter, to comply with the customs and other formalities in connection with export of goods. Linear Ship which undertakes regular voyages between ports according to a fixed schedule. Mate's Receipt : Receipt issued by the Mate of a ship in acknowledgement of the goods having been received on board the ship. : charge payable for supervision of the loading of goods on board the ship.

Railway Receipt: Acknowledgement receipt issued by the railways for goods received for carriage, which has to be presented by the consignee for taking delivery at the destination.

Transport

Shipping Bill: A document which contains the order passed by the Customs office for export of goods. Shipping Order: Written order issued by the shipping company to the captain of a ship to receive the goods specified in the order on board the ship.

Time Charter: A contract for hiring a ship for a specified period. A ship which does not have any fixed schedule or itinerary of voyage.

Voyage Charter: A contract for hiring a ship or part thereof for a particular voyage.

Warehouse: A place providing facilities for proper storage of goods on a large scale and as a specialised function.

ANSWERS TO CHECK YOUR

15.12

1. 2 1

(a) True False (c) False (d) True (a) Place (b) (c) Procuring (d) Quality standard (a) False (b) False (c) False (d) True (e) False True (g) False (h) True (i) False (a) False (b) True (c) True (d) False (e) True

INAL QUESTIONS the advantages and disadvantages of road transport. What are the circumstances in which roadways are more suitable for transport of goods than other modes ? In what respects i's rail transport superior to road transport? What are the limitations of rail transport ? What are the essential features of a good transport system ? briefly explain. What are factors to be taken into accountwhile selecting the mode of for goods ? 'Sea Transport is the cheapest means of transport'. Why ? Outline the procedure to be followed for transport of goods to a foreign country by sea. Discuss the role of clearing and agents in connection with import and export of goods. Briefly explain the usefulness of warehousing as an adjunct of trading operations. What is a bonded warehouse ? What purpose does it serve ? Write notes on:a) Railway Receipt, b) Mate's Receipt, Bill of Lading, d) Air Consignment Note Shipping Bill, Public Warehouse What are the advantages of air transport ? What are its disadvantages ?

Note : These questions will help you to understand the unit better. Try to write answers for them. But do not submit your answers to the . University for These are for your practice only.

Warehousing

Business

SOME USEFUL BOOKS L. Commerce - A Guide to the Business World, Ghosh, P . Co.,

and Y . K . Bhushan, Business Organisation and

Singh B. P and Delhi.

Publishing, London. Management,

Business Organisation and Management, Dhanpat

NOTES

UNIT 16.0 16.1 16.2 16.3 16.4

GOVERNMENT IN BUSINESS

Objectives Introduction Reasons Underlying Government Control Over Private Business Instruments of Government Control Why Does the Government Participate in Business'? 16.4.1 Basic Reasons 16.4.2 Ideological Reasons 16.4.3 Some Specific Reasons

16.5 16.6 16.7 16.8 16.9 16.10 16.1 16.12 16.13 16.14

What is a Public Enterprise? Features and Objectives of Public Enterprises Performance of Public Enterprises Contribution of Public Enterprises Problems of Public Enterprises Let Us Sum Up Key Words Some Useful Books Answers to Check Your Progress Terminal Questions

16.0 OBJECTIVES After studying this unit, you should be able to: state the reasons why government controls the business activities of private enterprises explain various forms of government control define a public enterprises explain rationale for government participation in business through public enterprises state the objectives and features of public enterprises describe the performance, problems and limitations of public enterprises in India.

16.1 INTRODUCTION Traditionally, business activities were left to individuals It was assumed that in a competitive market, the profit motive of businessmen and the forces of demand and supply should ensure efficient production and distribution of goods and services in the general interest of all. But it led to unchecked growth of monopolies and concentration of wealth in the hands of a few business houses. Private entrepreneurs, as they work mainly with profit do not show interest in such industries where the profit margin is less, gestation period is long, investment is huge, etc. Industries are also concentrated in a few places where there are certain natural advantages such as availability of raw-materials, technical skills, infrastructural facilities, nearness to market, etc. Lack of such natural advantages in some regions has led to regional imbalances. This necessitated the government to take some measure to check the growth of monopolies concentration of wealth, and to ensure balanced regional development, Hence, government started regulating the business activities of the private enterprises alongwith direct participation in business. In this unit we shall discuss the reasons underlying government control over private business, the various forms of such control, rationale behind the government participation in business, the objectives and features of public enterprises as well as the contributions and limitations of

Government and Business

16.2 REASONS UNDERLYING GOVERNMENT CONTROL OVER PRIVATE BUSINESS

Let us discuss in detail about the causes which have led to the government regulation and control of private business activities. The main reasons are as follows: Evils of free enterprise and private ownership: The following evils are associated with free enterprise and private ownership: Freedom of enterprise often gave rise to monopoly of large business Monopoly power was generally used to restrict production and increase prices so as to earn higher profits. wealth in the hands of a ii) Private ownership of business has led to concentration few business houses. This caused wide disparities of income and wealth among the people. iii) The growth of large companies prevented the entry of new firms in the market. iv) For the sake of profits, private enterprises started indulging in advertisement and unfair competition. V)

Business conditions were subject to booms and depressions at intervals. Depression brought about widespread unemployment and human misery. On the other hand, speculalive activities during booms led to business failures and economic crisis.

2) Establishment of welfare state: There was increasing public on Government to ensure social welfare and protect the interest of the general public by controlling monopolies, establishing fair trade practices and ensuring equitable distribution of income and wealth. 3) Planned economic development: Government intervention is necessary for rapid development of certain key industries which require large investments or which yield low Besides, to take the economy in planned direction, it is also necessary to give priorities to the growth of certain industries. But, for a private entrepreneur profitability is the main consideration rather than priorities of development. Moreover, private enterprises are likely to be concentrated in certain areas where facilities are easily available. Thus backward regions in the country would be deprived of the of industrial development. Therefore, for rapid economic development of the nation, government is required to regulate private business and channelise private investment in the planned direction. It is also necessary for to directly participate in industrial and commercial activities to hasten the process of development.

4) Other reasons: There are several other reasons which necessitate the government to regulate the private business as follows: T o prevent the misuse of scarce natural resources like minerals, forests, etc., by private business firms for profit. Ensuring the proper use of scarce resources keeping in view the future needs. Encouraging and protecting small-scale industries. iv) Protection of the economy from the dominance of foreign investors.

16.3 INSTRUMENTS OF GOVERNMENT CONTROL You have studied the reasons underlying govemment regulation of private business. Now we will discuss about the actual measures adopted by the govemment to regulate private enterprises. Government regulation of private business does not necessarily mean only restriction of private activities. As a matter of fact government measures of control may have inducive as well as restraining effects on business. Measures may have inducive effects if the objective is to stimulate, encourage, facilitate or induce a particular type of trade or industrial activity through technical and financial assistance, tax concessions, subsidy,

bank credit, supply of foreign exchange for imports of raw materials or machinery, protection against foreign competition, etc. On the other hand, certain measures may have restraining effects if they are aimed at limiting or restricting private trade and industry by means of legal enactment and orders. These may include licensing requirements for starting or expanding industries, control over capital issues, fixation of maximum price, etc. However, some of the measures may have both the effects. For example, industries which require imported raw materials may be adversely affected if imports of such raw materials are restricted or stopped. At the same time, due to such restriction on imports, the producers of competing may have a positive effect and more profit. There is another way of distinguishing between the instruments of control. Thus, controls may be classified into two categories depending on whether the measures are directly applicable or indirectly applicable. Accordingly, the two broad types of control measures may be: I ) direct controls and 2) indirect controls. Let us now discuss briefly about these two categories.

Direct Controls: Direct controls are the measures which are applied at the discretion of government authorities. Such a control may be used to promote. restrict or limit the activities of private organisations or categories thereof. Examples of these controls are: I ) Licensing of new enterprises or expansion of existing large 2) Control over issue of shares, debentures, etc., by companies for raising capital (control of capital issues). 3) Import and export control through direct prohibition or quota restriction. 4) Fixing or minimum prices for particular commodities. 5) Control over distribution of through rationing. 6 ) Grant of subsidies for industrial growth. 7) Incentives for export promotion like grant of subsidy, credit facilities, etc. These controls are also knows as discretionary controls because they involve discretions to be made by concerned government officials.

Indirect Controls: These indirect controls affect private business firms in an indirect manner. The following are some common examples of indirect controls: I ) Changes of tax rates: the business.

rates may be lowered to encourage the business or raised to

2) Changes in import and export duties: Import duties may be raised so as to increase the prices of certain goods. This be at discouraging imports of those goods or to protect domestic industries from foreign competition. Import duties may be lowered to allow large imports of certain products. Similarly, export duties may be raised or lowered so as to influence the domestic demand and supply. For instance, if the export duty is raised, exports may be discouraged and domestic supply may increase to meet higher domestic demand. If it is lowered, exports may rise.

3) Changes in interest rates on bank loans: Government can change its monetary policy interest rates on bank loans and credit may be raised to control the prices. For so as to prevent excessive borrowing and expenditure by business enterprises and to reduce new investment by business firms. On the other hand, interest rates on bank be reduced to induce business firms to borrow expand their business activities, Indirect controls are also known as non-discretionary controls. Government authorities do not have any discretionary power to apply the measures to particular firms and not to others in the same category.

Economic Planning Many developing countries today have recognised the importance of planning for economic development and adopted broad economic policies for industrial growth. In India this is done through Five Year Plans. The First Five Year Plan was launched in 1. Since then, six successive plans have been completed and the Seventh Five Year Plan is running its last year. The main objectives laid down in the plans have been: To achieve a target growth of national income so as to improve the standard of living of people. To bring about industrial growth according to certain priorities and with particular emphasis on basic and heavy industries like steel, fuel and power, chemicals,

Covernment in Business

Government and Business

fertilisers, engineering goods, etc., and provision of transport and facilities. To generate more employment opportunities to absorb the increasing labour force. To increase agricultural production and achieve self sufficiency in V)

To reduce regional inequalities and achieve balanced regional development. vi) For the utilisation of limited resources to the best possible advantage. Economic planning gives a general indication of the priorities of development of various industries and accordingly guides the development process. Besides, it indicates th'e extent to which private organisations will be allotted scarce resources like fuel, power, finance and other facilities for growth. The economic and social activities which the government will undertake on its own are also laid down in the five year plans. Industrial Policy The industrial development of our country is guided, regulated, controlled and promoted according to the industrial policy. After Independence, a number of policy statements have been issued by the Government of India which define the respective roles of government, private, cooperative and joint sector organisations in industrial development. Policies also indicate the relative importance of large, medium and small-scale industrial units. In April 1948, the govemment adopted the first Industrial Policy Resolution, which emphasised a . progressively active role of the state in industrial development. At the same time, the policy also laid down that private organisations should play a complementary role within the framework of the policy. In 1956 the government adopted a new industrial policy resolution with the following objectives. To increase the rate of economic growth. To speed up industrial development. To enhance the scope of government participation in industrial growth. To prevent private monopoly and concentration of economic power. V) To define the role of small, village and cottage industries. vi) To bring about a balanced regional development.

i) ii) iii) iv)

Under the resolution, industries were divided into three categories. I) Industries listed in Schedule A of the Resolution which would be developed as state monopolies. The development of these industries would be the exclusive of the state. These include atomic energy, arms and ammunition, heavy machinery, railways, air transport, etc.

2) Industries listed in Schedule B which would be progressively state-owned and the state would generally take the initiative in establishing new units. At the same time, private enterprises would also have the opportunity to develop in the field either on its own or with state participation. The industries in this category include aluminium, drugs, machine tools, fertilisers, road and sea-traosport, etc. 3) Remaining industries are those in which private organisations would take the initiative and expanding the existing industries. in establishing new In course of time the government modified some aspects of the But the basic policies remained more or less the same.

adopted in 1956.

Industrial Licensing As an instrument of government control and regulation, the system of industrial licensing was introduced to implement the Industrial Policy Resolution. Provision was made for that purpose in the Industries (Development and Regulation) Act, 1951. The Act has provided industrial unit could be established or substantial expansion of plants that no made without a licence from the Central Government, Further, while granting licence for any new undertaking, govemment may lay down conditions regarding location, minimum size, The industrial

system was expected to achieve the following objectives:

1) Regulation of industrial development and guiding investment in industries according to the planned priorities and targets of growth. . 2) To control and concentration of wealth.

Protection of small-scale industries against undue competition from large units. Prevention of concentration of industries in few locations and secure regional decentralisation of industries. 5) Best possible use of scarce foreign exchange resources.

Check Your Progress A Which of the following statements are True and which are False? The main reason for government intervention in business operations was to bring all economic activities under government ownership and management. ii) Planning for economic development has been the only factor which required regulation and control of industries. iii) Raising or lowering the rates of import duty tariff is a of direct control. Indirect control includes changing the interest rates for bank lending. v) Small-scale industries are protected through industrial licensing. i)

Fill in the blanks Direct controls may have ........ or ....... effect. Restricting imports by quota system is a type of .......... control. Grant of cash for exports is a type of ...... control. iv) planning ........ the process industrial development. The Industrial Policy Resolution of industries into ............ categories. vi) The system of industrial licensing was introduced to .............

WHY DOES THE GOVERNMENT PARTICIPATE IN BUSINESS? We have that the government control the private enterprises on the one hand and directly participate in the business on the other. We have already discussed about the need and of government control of business. Let us now study the rationale of government participation in business. Government today is engaged in various types of business undertakings. There are several types of which are provided by organisations such as electricity, Besides these water, postal, telecommunications, transport services, there are many manufacturing industries and by They coaches. telephone produce steel, locomotives, machine tools, watches, equipment, and so on. Government undertakings are also involved in the supply of schemes), bread (Modem Bakeries), consumer goods like milk (through government does government cloth (National Textile Corporation), etc. Now you may ask: of government in participate directly in business? 'The reasons for the direct business and industry may be divided into three categories: I ) basic reasons, 2) ideological Let us discuss about these reasons in detail. reasons, and 3) specific

16.4.1 Basic Reasons of was rightly convinced that political independence without independence would not have much meaning. It therefore, decided to industrialise the country in a big way as early as possible. The felt that if the to achieve this private sector was to take the initiative. it would take an unduly long of rapid industrialisation. It was so because the private enterprises lacked entrepreneurship and resources large scale ventures. l'he government, therefore, made a Lwo-pronged attack on the problem. The government encouraged private to set up new industries, but also, went into industry in big way. It was decided to establish steel plants. growth. industrial and set up by the 1 ) Steel at and 2) Locomotive Works Hindustan Machine 'Tools Factory

factories and other necessary for a list of enterprises and a decade of Independence.

Government in Business

Government and

5) 6) 7) 8) 9) 10)

Hindustan Shipyard Hindustan Antibiotics Hindustan Cables Integral Coach Factory Indian Telephone Industries Power and Irrigation Projects Nangal, Hirakud, Damodar Valley, Chambal, etc. 11) Industrial Finance Corporation of India for providing finance to private enterprises. 12) National Industrial Development Corporation to support industrialisation in the private sector. intention of the government was to have economic self-reliance in as many areas as early as possible. We have achieved this objective in a good measure. Most of the projects set up by the government involved heavy investment, long period of construction (for example, a steel plant may require five to six years), and ii) low returns on investment. In many cases, however, there was a heavy element of risk which private enterprises, by and large, were not willing to take. The government, therefore, has played an important entrepreneurial role in the country. A large number of had waited industries set up by the government would never have been established for the private sector to come forward and make the necessary investment and take the risk.

16.4.2 Ideological Reasons There is another side of the picture as usual. Apart from the economic and social consideration, the government had strong ideological commitment to the philosophy of public ownership of the means of production. This is the Congress Party's which ruled this country so far except during the brief period of 1977-79 when there was the , Janata Party Government. It is important to note that even before Independence the Congress party committed itself to socialism through ownership of the means of production. It may be noted that the Policy Resolution of 1956 which is valid till now, has greatly and clearly emphasised the need for the government in business and this-explains the importance of the govemment owned enterprises in Indian Economy.

16.4.3 Some Specific Reasons There are many other reasons for the govemment to participate in business. These are specific to a particular decision. Some these are listed below. Air Transport Business: Till 1953, there were many private air companies in the country. Most of these were financially unsound and had no money to invest in modem and costly aeroplanes, The air transport is of strategic importance to the country. The government, therefore, nationalised nine air companies and created Indian Airlines Corporation and Air India International Corporation in 1953.

Insurance Business: Today, the whole of insurance business is with the government. The life insurance business is operated through the Life Insurance Corporation of India and other types of insurance business through the General Insurance Corporation of India and its four subsidiary companies. The government went into the life insurance business in 1956 nationalising scores of private companies which were not fulfilling the main objective of the life insurance business, namely, i) effective mobilisation of the people's savings, ii) spreading the message of insurance as far and as wide as possible, and iii) using the insurance funds for economic development. Before nationalisation of life insurance business in 1955, there were only 47.8 lakh policies with a total sum assured of Rs. 1,220 crores. By the end of March 1987 there were lakh policies with a total sum assured of Rs. 60,795 Moreover, funds with the Life Insurance Corporation (LIC) are invested for national development. For Example, out of the total investment of Rs. 14,000 crores by the end of March 1987, Rs. 1,300 crores was given as loan to the State Electricity Boards and Rs. 561 crores for water supply and sewage schemes in the country. Over 50% of the investments are in government securities. Thus, savings of the nation are now being channelised for nationally important objectives,. which was not so before nationalisation, The high figures of number of policies and the sum assured also show that the message of insurance is spreading far and wide.

Similarly, the general insurance business which is now wholly run by the government companies after its nationalisation in 1971, has been given the necessary social orientation. not have been possible had the over private companies continued to run the general insurance business. Commercial Banks: The government today is in the banking business in a big way. Over What was the objective of 90% of commercial banking is in the hands of the the government in going into banking business? The government rightly wanted the banking system to serve the developmental needs of the economy in conformity with national policy and objectives. It also wanted the banks to have new criteria for advancing loans in order to benefit the weaker sections of the society. The private sector banks were not prepared to help the government to achieve these objectives and hence major banks were nationalised in 1969 and six more banks in 1980. Earlier in 1955 the government had nationalised the Imperial Bank of India and had converted it into State Bank of India. This was done because the government's desire to open adequate number of branches in rural areas was not fulfilled by the Imperial Bank of India. By the end of September 1987, we have 30,463 rural branches (56%)out of 54,163 branches of commercial banks as compared to 22% rural branches in 1969. Further at the end of June 1986, we find that the total advances of the nationalised banks for various agricultural activities were Rs. 1 as many as 166 lakh accounts opened for this purpose. Similarly, loans to small scale industries were Rs. 7, 836 crores in 18 lakh bank accounts. Coal Industry: The coking coal mines were nationalised in 1971. It was done because coking coal which is essential for production of iron and steel has very limited reserves in the country. The private sector was mining this fast depleting and scarce natural resources in a very wasteful manner. Other coal mines were also nationalised in 1973. The reasons for this were: i) the private sector owners did not have the necessary funds required for increasing the coal production, ii) the coal which is a scarce natural resource was being mined in a very unscientific way, and the private coal miners were greatly exploiting the labour employed in the mines.

Oil Industry: In the 1970's the foreign oil companies Shell, Caltex and Esso were nationalised. Here the objective was that government should have control over a critical and strategically important resource like oil. Today, the govemment has full control over the production and distribution of oil. And this has paid us rich dividends in of self-reliance and generation of resources. Other Types of Business: There is yet another important reason for the government going into business of various types. Over one hundred textile mills and dozens of engineering and other enterprises have been taken over by the government since Independence. This is done because the cannot afford to lose production capacity which exists in the units which become sick and which the private sector wants to close down. Further, if a sick unit is closed, hundreds and thousands of be out of job, which is undesirable both socially and politically. We have listed above various nationalisation which show the failure of private to meet the challenge of the situation. This forced the government to step into the picture. By and large, the conclusion so far is that the government in India went into business due to economic and social compulsions. From the above discussion we can conclude the reasons for government participation in business as follows: 1) The government's role in business in India is greatly justified by economic and social reasons. 2) Had the govemment not initiated a large number industrial activities, the Indian economy would never have got the sound base and self-reliance which it has today. 3) A large number of enterprises have been forced on the government when they became sick and they could not be allowed to be closed down due to social and economic reasons. 4) There is an element of ideology in the role which the government has in business today. Had the ideology not been there, the government would have disengaged itself from at least some of its business activities after completing its role as path finder or initiator.

Government in Business

Government and Business

5) The government continues .to be in business in a big

because of ideological as

as economic and social considerations.

16.5 WHAT IS A PUBLIC ENTERPRISE? We have already mentioned that the govemment owned are also Public Enterprises Strictly speaking the public enterprise, as a business entity, refers to any industrial or commercial undertaking which is owned and managed by the central, state or local govemrnent and of which the output is marketed not supplied free. Thus public enterprises include manufacturing, trading as well as service organisations which essentially business undertakings. Public enterprises consist of nationalised private organisations as well as new enterprises promoted under government ownership and control. Life Insurance Corporation, Indian Airlines Corporation, Coal India Ltd., etc., are examples of public enterprises established by nationalising organisations. Hindustan Machine Tools, Hindustan Antibiotics Ltd., Locomotive Works, etc., are of public enterprises by govemment. Difference Between a Public Enterprise and a Private Enterprise Private enterprises, on the other hand, refer to industrial and commercial organisations which are set up under individual or group ownership within the general framework of regulatory laws and rules of the government. These include manufacturing and commercial companies, medium and small firms organised as proprietory and partnership concerns. Private enterprises are primarily motivated by private profit. Public enterprises are governed by public policies framed by and aimed at maximising social welfare and upholding public interest. The objectives of public enterprises in India are laid down in conformity with the objectives of the development plans. They are accountable to the government and the parliament or state legislatures regarding the fulfilment of their objectives. Private enterprises are free to set their objectives and any business activity except those which are illegal. However, private are also regulated by government controls of different kinds.

16.6 FEATURES AND OBJECTIVES OF ENTERPRISES' Features The main features of public enterprises as distinguished follows: 1) Public enterprises are owned and managed by the government.

private enterprises are as or agencies set up by the

2) The whole or major part of the capital required for the public enterprises is provided by government. 3) A public enterprise can be organised as a departmental undertaking or as a statutory corporation or as a government company.

4) These are governed by public policies laid down by the government in the public interest and are not entirely guided by profit motive. objectives are down in with the development plans. They are accountable to the Parliament or state legislature for their performance and fulfilment of objectives. Objectives It should be clear from the reasons which prompted the growth of public enterprises, that the principal objectives of these undertakings are many. The objectives are outlined below: I ) T O achieve rapid economic development through industrial growth in accordance with the development plans. To resources in the best possible economic growth. 3) To secure public welfare and to reduce inequalities' in the of income and wealth.

To ensure balanced regional development of industry and trade. 5) To prevent the growth of monopoly and concentration of power in a few private hands. 6) To control the prices of essential consumer goods in the market to prevent public hardship. 7) To mobilise public savings through financial institutions to meet the demands of public and private enterprises in accordance with planned priorities. 8) To provide satisfactory employment conditions to the personnel as model employers.

Check Your Progress What is a public enterprise?

2) State whether each of the following statements is True or False? enterprises operate mainly with profit objective. i) ii) Life Insurance business in India was nationalised in 1956. iii) Indian Airlines Corporation is an example of government in business. iv) All public enterprises must be wholly owned by the Central government. V ) One of the objectives of public is to achieve rapid economic development.

3) Fill in the blanks. i) ii) iii) iv)

Public enterprises are essentially ....... undertakings. and reasons. Government role in business in India is justified by Objectives of public enterprises are laid down in conformity with ............ plans. The general insurance business is operated by government through ..................

16.7 PERFORMANCE OF PUBLIC ENTERPRISES You have studied the meaning, features and objectives of public enterprises. Now the question is, how is the performance of public enterprises? It is not easy to answer this question because there is no unanimity about the fact as to government's business activity. For instance, some consider port what railways and post office as business activities. But others do not agree with this. Further, a number of important business activities of the government operate in 25 states and eight union territories, for which information is not easily available. Many commercial activities are also undertaken by municipal corporations for which data is almost impossible to get. The most commonly quoted figures of the extent of the government's business activity to as public enterprise) relate to autonomous units of the Central government. It so because a entitled 'Public Enterprise Survey' covering these enterprises is presented to Parliament every year just before the budget. Look at Table 16.1 carefully. It presents the number of public enterprises, their investment, and persons employed by them for the period 1980-1987. Table 16.1 Total Number of Public Enterprises, their Investment and Employment As

No. of Units

March 31

Public

Total Investment

Number of Persons Employed (in

Government inBusiness

Government and Business

Look at Table 16.2 for the contribution of public enterprises in the manufacturing sector (both of the Central and State governments). Table 16.2 Share of Public Enterprises in Registered Factories during Type of Ownership

Central. State and Local Governments Joint Private Sector

Fixed Capital

All Registered Factories

Total Employees

Number

% to Total

Rs. in

to Total

No. in Lakhs

% to Total

5.1 1,821 86,229

5.5

26,735 2,996

65.2

21.9

27.5

53.3

27.3 6.1 66.6

Total

Note: Fixed capital is depreciated value o f all assets Source: Annual Survey of Industries

have a normal economic life of one year or more.

Table 16.2 indicates that though out of 93,116 factories in the country, 92.5%. (86,229) were in the private sector. Their fixed capital was only 27.5% of the employed total employees of the private sector factories in all factories in the constituted 66.6% of the total persons (80.1 lakh) employed in all the factories in the country by the end of March 1983. As against this, public enterprises were only 5.5% in number but had 65.2% of fixed capital with them and had 27.3% employees. This that public enterprises, though much less in number, are large in size as they contribute a major share in the fixed capital. Further, public enterprises are capital intensive, they employ more as compared to manpower. Yet another way of showing importance of public enterprises is their share in paid-up companies with a paid-up capital capital. By the end of 1987 there were 1,066 of Rs. 33,793 crores. The total number of joint stock companies were about an aggregate paid-up capital of Rs. 43,614 crores. This means that the paid-up capital of the public enterprises is over 77% of all the joint stock companies in the country, though their number is less than 10%. Apart from the huge investments and a large number of persons employed in public enterprises the areas of their operations are very diverse. They are involved in the production of heavy, medium and light engineering 'goods, transport equipment, communication equipment, basic raw materials (minerals and metals, steel, coal, petroleum, fertilisers and chemicals), consumer goods (textiles, paper, salt, footwear, etc.), and services. As a matter of fact almost the entire production and distribution of energy (coal, oil, electricity and atomic energy) is through public enterprises. The whole of the air of aircraft, ships, railway engines and coaches are in the and rail transport, public sector, Public enterprises contribute 80% of production of steel, 100% of copper and primary lead, and 87% of zinc. All the life and general insurance companies and institutions which provide long-term finance are public enterprises. Government also owns 90% of commercial banking. asked With a huge amount of capital invested in public enterprises, the question is often whether they have been successful from the financial point of view. This is a difficult question to answer because there is no single and clear measurement of success. Different persons measure success in different ways. The most common measurement of success for business enterprises is profit on a continuous basis. Here again, opinions can differ about the quantum of profit and how one arrives at the figure of profit. of financial performance, the profitability of public enterprises is Judged in inadequate. The total net profit (before payment of tax) and the total capital employed for all the 2 14 Central government enterprises is presented in the Table 16.3

Government In

Table 16.3 Profit Earned

Capital Employed by the Central Government Public Enterprises during Years

Particulars

Capital Employed Profit Before Tax Profit as a Percentage on Capital

5.1

5.8

6.0

Further, we have to note the fact that bulk of the profit is earned in the petroleum, power and telecommunication sectors which have large elements of monopoly. Look at the Table carefully. It presents sector-wise details of after tax made by 214 Central government public enterprises. Table 16.4 Group-wise Performance of Public Enterprises during Group Enterprises in the Group

21)

Net Profit or Loss (Rs. in Crores)

Steel Minerals Metals Coal' . Power Petroleum Chemicals Fertilizers Heavy Engineering Medium Light Engineering Transport Equipment Consumer Goods Agro-based Products Textile Trading Marketing Transportation Services Contracts & Construction Development Technical Development of Small . Tourist Services Financial Services Telecom. Services Non-Commercial Public Enterprises Under Section 25 of the Companies Act , Total

indicates loss.

16.8 CONTRIBUTION OF PUBLIC ENTERPRISES Many people argue that if we judge the contribution of public enterprises only in financial terms, we are less than fair to them. There are many other important aspects of their contribution which cannot be ignored. Non-financial gains of public enterprises are diverse and substantial. Some of these gains are as follows: 1) Public enterprises have a great deal for the country to emerge as an industrial nation. Today, India is considered to be among the industrialised nations of the world. We are also self-reliant in many major areas of industrial production and most items of consumer goods and services. 2) They

helped the industrialisation and development of backward areas.,

3) They have also assisted the development of backward communities, particularly scheduled castes and bcheduled tribes, by

opportunities.

Expansion of enterprises have led to the reduction of income disparities. As 'compared to private enterprises, the salary differential between the lowest and the . highest paid employees is much less in public enterprises.

Governmentand Business

5) The objective of avoidance of concentration of economic power in few hands, has been greatly achieved by the public enterprises. In the absence of these enterprises, economic power would have gone into the hands of a few large and established business houses. It may be noted that the large business houses, which are often in the news and weild political influence, do not at present possess even one tenth of the assets owned by the public enterprises. If the industry in the hands of the government today had with the private sector, it would have dominated the government rather than the government directing it. The dealings of public enterprises with their su pliers, dealers, customers, employees public at large have a higher level of mora than in the counter enterprises. Thus, we find that public enterprises are an important instrument in implementing the nation's social and economic policies, and their success cannot and should not be measured only in terms of profit.'

16.9 PROBLEMS OF PUBLIC ENTERPRISES We have learnt that the government in India is in business in a big way covering varied fields of activity. We also studied about the performance and contributions of public enterprises. Now let us study the limitations of these enterprises. 1) Even though public enterprises are often registered as joint stock companies like any other private sector companies, their way of working is not fully commercial. It is so because these enterprises being close to the government system, often adopt the procedures, practices and attitudes prevalent in government departments.

2) The Board of Directors of public enterprises are not fully professional. Often there is no continuity in the job of the top men. 3) There is too much job security at all managerial levels below the board and this affects the level of performance in public enterprises. 4) The system of reward and punishment in public enterprises more often resembles that in the government than in similar private enterprises.

5) Many important and large public enterprises are in areas where technology is difficult and new. And also the location is not always decided from the economic point of view. 6) The workers unions are strong and well-organised. So, they are able to extract from these enterprises more than their rightful share.

7) Most public enterprises show poor performance due to surplus

and low productivity of the personnel, almost at all levels, particularly so at lower levels.

8) Public enterprises are very large in size as compared to private enterprises. Of the first 20 largest industrial enterprises in the country (in terms of assets), not than 16 are public enterprises. The complexity of managerial probiems increase in geometric progression with increase in size. The public enterprises, by and have not been able to adequately cope with their complex managerial and administrative problems.

9) Many constraints are also caused due to the public enterprises being subject to the type audit by the Comptroller and Auditor General of India, and Parliament's scrutiny of their affairs. right answers to many of these problems have not been found. Many expedients and So remedies have been tried from time to time, but without much success.

Check Your Progress C 1) Which of the following statements are True and which are False? Most public enterprises have appointed an excessive number of professional directors. Only a few public enterprises earn profits. Public enterprises have not made any contribution to the public welfare. The security of

jobs is the

in the public and

enterprises.

The system of reward and punishment to employees is quite effective in enterprises.

vi) Public enterprises, though smaller in number, employ larger amounts of capital than private enterprises. 2) Fill in i)

blanks.

The public enterprises have government type audit by the ............ The three more profitable industries under public enterprises in 1986-87 were

...................

iii) Public enterprises have helped the development of employment opportunities.

by providing

iv) As compared to private enterprises the salary differential is enterprises. V)

vi) Over

public enterprises are lacking in

in public

management.

percentage of commercial banking is in the hands of government.

16.10 LET US SUM UP The of free enterprises and private ownership, establishment of welfare state, planned economic development, optimum of scarce natural resources, encouraging and protecting small-scale industries, protecting the economy from the dominance of foreign investors, etc., have led to the regulation and control of private business activities by government. Governmental controls be classified into: direct controls, and ii) indirect controls. Direct controls include such measures as licensing of new manufacturing enterprises or expansion of the same, subsidies for promoting exports, quota restrictions on imports and exports, price control and rationing of goods, etc. Indirect controls consist of measures like levy of customs duty on imports or exports, changing the rate of interest on bank loans, and so on. The need for direct government participation in business may be three types of reasons: basic reasons, ii) ideological reasons, and iii) specific reasons. The term to any 'business undertaking which is owned 'public enterprise' as a business entity and managed by the central or state or local government, and of which the output is marketed not supplied free of charge. These enterprises are by public policies framed by government and aimed at maximising social welfare and upholding public interest. They are accountable to the government and the state legislatures regarding the fulfilment of their objectives. The justification of public enterprises may lie in the following:

I ) The inability or unwillingness of private entrepreneurs to invest in industries which are crucial for rapid industrial growth. 2) Need for balanced regional development. 3) Bringing about greater equality of income and wealth. Prevention of concentration of economic power and monopoly in the private sector. Fulfilment of the priorities and targets laid down in development plans. 6 ) Larger resources at the disposal of government to promote basic and

industries.

and control, The main features of public enterprises are : government contribution of capital by the government, governance by public policies, objectives in conformity with development plans, accountability to legislature, etc. The objective of public enterprises are: rapid industrialisation, channelising resources for development, reduction of inequalities in the distribution of income and wealth, balanced regional development, control of monopoly power and concentration of wealth, check of rise in prices, mobilisation of public savings, provision of satisfactory employment conditions, etc. Judged in terms of financial the profitability of public enterprises is quite inadequate. A large number of public enterprises are running in losses. Enterprises in the petroleum, power and telecommunication industries which have large elements of monopoly are earning However, contribution of public enterprises in certain respects cannot be ignored, There are many problems and limitations associated with the working of public enterprises.

Government in Business

Government and Business

16.11

WORDS

Capital Employed: Total fixed assets less accumulated depreciation plus working capital. The working capital means all current assets less current liabilities and provisions. Industrial Policy Resolution: It is a formal decision of the government in the of a resolution regarding its industrial policy, including the place the public and private enterprises would have in the economy. Public Enterprise: Is an industrial, commercial or business activity of the government, where a return on investment is expected. Socialist Pattern of Society : Broadly it means a system in which the benefits of economic development accrue more and more to the relatively less privileged classes of the society and there is an effort to avoid concentration of wealth and to reduce disparities of income.

SOME USEFUL BOOKS Bhushan Y.K., of Business Sons: New Delhi, (Part Nine, Chapters 4

and

Sultan

5).

in India, Book World: Calcutta, (Chapters I

Ghosh, P.K., 1982, Khera 1963, (Chapter I).

in Business, Asia Publishing House: New Delhi,

Kolesov, V., 1980,

Sector, Sterling Publishers: New Delhi, (Chapter 2).

Narain, 1988, Principles and Practice Co.: New Delhi, (Chapters 1 2).

2).

S. Chand

Public

Rarnesh, 1985, Principles and Practice of Modern Administration Management, Kalyani Publishers: New Delhi, (Volume Singh, B.P., and Chhabra, T.N., 1988, Mahal: Allahabad, (Part One, Chapters 43 & 44).

Chapter 8).

and

Kitab

16.13 ANSWERS TO CHECK YOUR PROGRESS False

False

True v) False

2) i) Positive, negative ii) direct iii) indirect

guides v) three vi) the industrial

policy resolution B 2) 3)

False

True iii) True iv) False v) True

business ii) social, economic iii) developmental iv) General Insurance Corporation

C I ) i) False ii) True iii) False iv) True

False

True

Comptroller and Auditor General of India ii) petroleum, power, telecommunications iii) backward communities iv) much less v) efficient vi) 90

16.14 TERMINALQUESTIONS 1

What is a public enterprise? are its characteristics? How is it different from a private enterprise? 2 Explain fully the reasons underlying Government control business activities. 3 Distinguish between the following with examples: Inducive and restraining controls. Direct and indirect controls.

Why is it necessary for government to directly participate in business and industry?

5 Write short notes on: i) Extent of government participation in business.

ii) Rationale of Outline the nature of problems and limitations associated with the operation of public enlerprises. Comment on the performance of public enterprises in India. In what respects the public enterprises have made a positive contribution to the well being of the nation? Note:

Thete questions will help you to understand the unit better. Try to write answers for thdm. But do not send your answers to the university. These are for your practice only.

Government in Business